6 Quick Fixes that will Improve Your Company's Win Rate
April 23, 2012
We're frequently asked how to improve a company's overall win rate, and I outlined these in the article I wrote in my January 2012 column "How to Raise Your Win Rate by 20 percent" using our seven-factor model. Since then, we've been surveying companies to see how well they perform in these seven factors and to identify areas where companies can make immediate improvements.
In this article, I'll share some of the survey results and show you immediate actions you can take to help raise your company's overall win rate.
In February and March 2012, we conducted two surveys – one with the Association of Proposal Management Professionals and the other with the Deltek GovCon team. The surveys asked proposal managers, capture managers, and business development professionals to rate how well their companies performed in each of the seven factors. We used 28 questions in the survey to measure performance and to pinpoint areas where companies could make improvements to raise their win rates. Based on the survey, here are six quick fixes that most companies can make to improve their win rates.