From time to time, some of our clients see their “strike rates” heading downward: Spending more time and money to win fewer projects. Often, this is the catalyst for firms to re-examine their Proposal Strategies.
Your “strike rate” is the ratio of successful proposals to total proposals submitted.
There can be many reasons for a decline in strike rates. Sometimes the reasons are not obvious to firm leaders, simply because they are too close to the problem to have perspective on it.
In these situations, PSMJ helps practice leaders step back and look at their strategies from an external, rather than internal, point of view. That exercise typically results in a hard re-assessment of approach – and a new, more market-responsive and successful methodology.