Missing Measurements of Competitive Procurements

This book is about how performance measurements provide insights into the goodness of competitive procurement bidding efforts. Such measurements aid in identifying issues early (before they become problems) and taking corrective actions to improve performance to increase the probability of winning. The book explains how to apply a generalized measurement methodology known as Object Measurement (OM™) to create performance measurements that are leading (versus lagging) indicators to improve bidding performance. This book is also about how to design and apply performance measurements within the context of a strategic analysis framework (the Solution Engineering Framework™) for engineering winning proposal solutions. This framework helps business development teams build an inventory of strategies and strengths that are then allocated against potential customer’s requirements and evaluation criteria to score maximum points. This book is written from multiple professional practitioners’ viewpoints: business developers, capture managers, program managers, technical leaders, pricing managers, proposal managers, and corporate executives—all of whom do the necessary strategic thinking to win federal, state and local, and commercial bids. Performance Measurement of Competitive Procurements Leadership manages an individual’s, team’s, and organization’s competitive performance by holding people accountable for their work performance and work accomplishments. Performance measurement provides your company’s leaders with timely information so they can take proactive corrective actions before issues become problems. Performance measurement also provides insights into the question: “How well is your company doing today to win the business of tomorrow?” Performance Measurement Indicators help decrease business risk throughout the competitive procurement lifecycle while increasing the probability of winning competitive procurements.