leading your firm out of the proposal rat race · leading your firm out of the proposal rat race...
TRANSCRIPT
1
Leading your firm out of the Proposal Rat Race
2
PollEv.com/russsanford231
3
Why are you here?
44
Process
5
Who’s Russ (and Will)?
6
We were here!
7
137
155113
0
20
40
60
80
100
120
140
160
180
$0
$2,000,000
$4,000,000
$6,000,000
$8,000,000
$10,000,000
$12,000,000
2016 2017 2018
# Competitive Pursuits and Total $ Won
Total $ Won Number of Pursuits
Fewer Pursuits
More $Wins
8
Polling Time!!
PollEv.com/russsanford231
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10
11
12
13
14
15
16
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How do you Escape?
18
Agenda 1. Five Steps Process2. How we Escaped!
(Five Phases)3. Your Escape Plan!
(Implementing at your Firm)
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Five Step Process
20
Leadership Buy-In
21
Proactive BD & Capture Planning
22
Go No-Go
23
Proposal Process &
Management
24
Hit Rates
25
The KA Escape Plan
Phase I (2011-2012)
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Phase I(2011-2012)
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Phase I(2011-2012)
28
Phase I(2011-2012)
29
Phase I(2011-2012)
30
Phase I(2011-2012)
31
The KA Escape Plan
Phase II (2012-2013)
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Phase II (2012-2013)
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Phase II (2012-2013)
34
Phase II (2012-2013)
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Phase II (2012-2013)
36
Phase II (2012-2013)
37
The KA Escape Plan
Phase III (2014-2015)
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Phase III (2014-2015)
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Phase III (2014-2015)
40
Phase III (2014-2015)
41
Phase III (2014-2015)
42
Phase III (2014-2015)
43
The KA Escape Plan
Phase IV Reverse
(2016-2017)
44
Phase IV (2016-2017)
Type Win % Win $
Sole-Source – Type A 95% 91%
Competitive – Type B 43% 30%
Competitive – Type C 31% 13%
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Phase IV (2016-2017)
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Phase IV (2016-2017)
GNG Analysis Wins Losses
Number submitted 37 51
Average GNG Score 125 106
Go = 90
Go = 115
47
Phase IV (2016-2017)
48
Phase IV (2016-2017)
49
The KA Escape Plan
Phase V (2018-2019)
50
Phase V (2018-2019)
51
Phase V (2018-2019)
52
Phase V (2018-2019)
No!!
53
Phase V (2018-2019)
54
Phase V (2018-2019)
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
A-Sole Source Letter B-Competitive Minor Support C-Competitive Major Support
Win Rate by Proposal Type
Win % Win % - $0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
IPED PU GovFed GovSL WU NGO Misc.
Win Rate by Client Type
Win % Win % - $
0%10%20%30%40%50%60%70%80%90%
100%
Win Rate by Primary Service Area
Win % Win % - $
0%10%20%30%40%50%60%70%80%90%
100%
Win Rate by Region
Win % Win % - $
40%
47%
39%
24%
31%
55%
0%
10%
20%
30%
40%
50%
60%
2016 Total =137 2017 Total=155 2018 Total=113
Three Year Comparison
Win % - # Win % - $ Linear (Win % - $)
137
155113
0
20
40
60
80
100
120
140
160
180
$0
$2,000,000
$4,000,000
$6,000,000
$8,000,000
$10,000,000
$12,000,000
2016 2017 2018
# Competitive Pursuits and Total $ Won
Total $ Won Number of Pursuits
55
Your Escape Plan
(Implementing at your Firm)
56
57
“I’m so tired of working on losers, we
NEED a GNG!”
58
Get a GNG with
Leadership Buy-in
Leaders understand #’s:
Win / Capture Rate % Average billing rate / staffAverage hours / proposalBenchmark
59
Accounting is your FRIEND!
60
Benchmark Data - Deltek Clarity
# Win Rate %
Calculated by COMPETITVIE proposals awarded (#) divided by
proposals submitted.
50.0%
$ Capture Rate %
Calculated by total value of COMPETITIVE proposals awarded
divided by total value ($) of proposals submitted.
44.6%
61
Want to make an extra $50k?
Avg hours / Proposal = 65
Avg Base Rate = $50/Hour
Avg Proposal Expense = $3,250
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Want to make an extra $50k?
30% Win Rate / 50 Proposals = 15
50% Win Rate / 50 Proposals = 25
10 x $3,250 = $32,500 (at Cost)
650 hours billed = $100,000 in NSR and profit of $15,000. ($150/hour)
63
Want to make an extra $50k?
$32,500 +
$15,000 =
~$50,000
64
“How on earth do they get their
technical staff to respond in a
timely manner?”
65
Learn!
66
Education
67
Mutual
68
“How do they get their technical
staff to beproactive in BD?”
69
Highlight Successes
70
Cultural Change
71
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