The Total Experience Playbook
by Larry Mead, Kate Kompelien and Kurt Schroeder
Government contractors navigate an inherently complicated capture process. The challenge of navigating the unique customer landscape in tandem with organizational hurdles throughout the opportunity lifecycle makes clear standards and metrics imperative. With pursuit timelines that regularly stretch across years, capture organizations need to focus on milestones to gauge how effective their capture efforts truly are. That’s where key performance indicators (KPI) come in.
The right KPIs give you the information you need to identify the right opportunities, quickly discern whether an opportunity is staying on track with goals, and align the right resources to the proposal when the time comes. Which KPIs are best for government contractors working to improve their capture process?
Four KPIs That Define the Efficiency of Your Capture Process
Lack of a clear direction is one of the worst things for a capture organization. The company’s strategic goals should act as a guidepost to refining tactical focus within business units. Understanding which KPIs have the biggest impact on optimizing capture efforts can help you surface deals that can be won more quickly. This understanding can also help you prioritize your business development and capture support resources. Below are four KPIs every government contractor should measure:
KPIs Help You Keep Track of Alignment with Strategic Goals
Government contractors can reduce risk and uncertainty when tactical execution is tied to the overarching strategy of the organization. The right KPIs reveal whether your business development and capture process contributes to or detracts from the strength of that vision. By studying KPIs, organizations ensure all capture activities are contributing toward an increasing win rate.
Tracking the right KPIs in one place for easy analysis seems to be a challenge in many organizations. A secure CRM purpose-built for government contractors, like BidWin from Avtex, can help you quickly find relevant information quickly, whether on your laptop, with a tablet or from your mobile device.