Fortune 500 Vertically Integrated Global Organization

Capturing and Improving Processes

Challenge
In an effort to improve its proposal process and increase the success rate in winning projects, this Fortune 500 vertically integrated global organization engaged SSA to evaluate its existing process, identify impediments, and make recommendations to improve the win rate of targeted projects.

Approach
SSA interviewed capture and business development managers as well as proposal team members to gain an understanding of the company’s existing proposal process. The SSA project team evaluated a selection of proposals and depicted processes to ascertain the intended outcome compared to actual execution. The team also reviewed winning competitive proposals and interviewed the evaluators of previous proposals to identify points of failure.

Impact
SSA found that the organization's contributing factors to a point of failure existed among its people, process and technology. SSA identified that the organization did not follow a formal process for capture and proposal management, and the company lacked a true understanding of the needs outlined in a typical request for proposal. Additionally, the SSA project team recognized that the organization's personnel did not follow through on commitments in a timely manner and exhibited poor knowledge management practices as well as an inconsistent post-mortem of proposals or projects leading to poor knowledge capture, dissemination and use. Among its final recommendations, the SSA project team stressed the necessary commitment from the group management team to address identified issues relating to accountability standards and expectations.

JOIN OUR NEWSLETTER