24 Creating a Proposal Center of Excellence

TO CREATE A PROPOSAL OPERATION THAT IS A center of excellence we must identify the characteristics of the people we need in the operation, train them so they possess the right skills, and define the best practices and tools that will enable them to create outstanding proposals, as measured by revenue generation, win ratios, productivity, and customer satisfaction. (The metrics are important because a proposal center operation is not an end in itself. The center is justified only to the extent that it helps achieve the broader goals of business capture established by its parent organization.) In the previous chapter we looked at how to measure success. This chapter will cover the people, skills, methods, ...

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