Beyond Win Rates: Measuring Proposal Support Function Performance


What’s your ‘Win Rate’? That is a question often asked of a proposal professional. Given the numerous factors involved in winning business, most of which are outside the control of proposal support, it is unfair to measure a proposal professionals’ performance solely on win rate.

So how should the proposal support function performance be measured? What is the appropriate criteria on which to evaluate the proposal support functions’ success? In this informative and dynamic presentation, B.J. Lownie, a recognized thought-leader on proposals, explores this somewhat controversial subject and provides insights into ways to fairly and appropriately measure the performance of the proposal support function.


RFI Automation

BJ Lownie, CPP APMP Fellow
Strategic Proposals

BJ Lownie is truly passionate about proposals. He is the founder and a principal consultant of Strategic Proposals LLC. He is also a founding member of the Association of Proposal Management Professionals (APMP). BJ has worked on 100’s of proposals and supported the winning of billions of dollars’ worth of business. BJ is a recognized thought-leader on proposal development and is the co-author of the best-selling book – Proposal Essentials: Win More Win More Easily (available on Amazon) and the very popular blog: The Proposal Guys.


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