making a difference where it really counts · 2 referent –cmm® for ... appraisal insights into...
TRANSCRIPT
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MAKING A DIFFERENCE WHERE IT REALLY COUNTSCareer Implications from BD-CMM Appraisals around the World
Presented by
Howard Nutt – Executive Director, BD-Institute Internationaland
Andre du Toit – Managing Director, BD-Matters Australia
Capability Maturity Model®, CMM®, and CMMI® are registered in the
US Trademark Office by CMMI Institute
INTRODUCTIONS
Howard NuttExecutive DirectorBD-Institute InternationalPhoenix, Arizona [email protected]
Andre du ToitManaging DirectorBD-MattersSydney, Australia [email protected]
Our goal is to share five competencies that are very often missing in
Business Development organizations and that represent career
opportunities for proposal professionals who want to make a real difference!
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REFERENT – CMM® FOR BUSINESS DEVELOPMENT
• Aligned with CMMI®
• Proven in industry
• Used around the world
• Standard for BD best
practice and growth
APPRAISAL INSIGHTS INTO COMPANY NEEDS
Appraisal Findings – High-Performance Leaders
Appraisal Findings – Industry Leaders
Appraisal Findings – Typical Companies
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COMPETENCIES THAT BRIDGE THE GAPSCompetitive
Intelligence Analyst
Management
Decision Coach
Competency
Development Facilitator
Performance
Management Specialist
Certified
Knowledge Specialist
BD-INSTITUTE REFERENCE AND GUIDANCE
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COMPETITIVE INTELLIGENCE ANALYST
Identified Deficiencies
• Little awareness of competitive
position
• No systems in place to gather and
leverage intelligence
• Lack of intelligence needed to
discriminate customer solutions
• Inability to develop broader
competitive strategies due to poor
customer intimacy
Needed Competencies
• Assess competitive position
• Apply competitive analysis
• Incorporate customer-specific
intelligence in solution plans
• Develop competitive intelligence
development plans
• Link competitive-intelligence
functions across the business
COMPETITIVE INTELLIGENCE ANALYST (CONT’D)
Competence Development
• Customer Experience (8.5 hrs)
• Competitive Intelligence (8.5 hrs)
• Product Intelligence (5.5 hrs)
• Strategic Thinking and Modeling (7.5 hrs)
• Win Loss Analysis (7.5 hrs)
https://www.scipuniversity.org/on-demand-on-line-training
➢ SCIP Australian Chapter
Career Benefits
Competitive Intel Analyst
Customer Relation Mgmt
Strategic Pricing
Proposal Professional
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MANAGEMENT DECISION COACH
Identified Deficiencies
• Lack of defined criteria to guide bid
decisions
• Inadequate mechanisms to
monitor BD pipeline performance
• Poor focus on strategic
opportunities
Needed Competencies
• Develop and administer tools to
quantify and report opportunity risk
• Implement a concept of operations
for BD resource management
MANAGEMENT DECISION COACH (CONT’D)
Competence Development
• BD decision processes and
milestones
• Pipeline architecture, categories,
and maintenance
• Opportunity development and risk
analysis
• BD Concept of Operations
Career Benefits
Mgmt Decision Coach
Business Dev Operations
Proposal Professional
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COMPETENCY DEVELOPMENT FACILITATOR
Identified Deficiencies
• Lack of training in essential
BD/capture/proposal skills
• No defined plan for developing and
managing organizational
competencies in business winning
Needed Competencies
• Assess critical needs for BD skills
and competencies
• Provide and monitor training and
development opportunities
• Augment training with work
assignments and mentoring
COMPETENCY DEVELOPMENT FACILITATOR (CONT’D)
Competence Development
• Needs assessment for BD
functional roles and responsibilities
• Training design and development
– Process and competency facilitation
– Capture/proposal in-process support
• Workshop and just-in-time training
delivery and quality management
http://shipleywins.com.au/shipley-services/training/
Career Benefits
Competency Dev Facilitator
Win Strategy Facilitation
Organizational Development
Proposal Professional
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PERFORMANCE MANAGEMENT SPECIALIST
Identified Deficiencies
• Collecting “lessons learned”
without ever actually learning
lessons
• Lack of proposal quality standards
• No quantitative data to guide BD
decision-making
Needed Competencies
• Collect, analyze, and act upon
lessons learned gleaned from
BD operations
• Define and apply quality standards
for proposal processes and
products
• Establish and deploy a data-driven
metrics program
PERFORMANCE MANAGEMENT SPECIALIST (CONT’D)
Competence Development
• Process design and analysis
• Quality principles
and management
• Quantitative
process analysis
• BD metrics
Also see www.shipleywins.co.uk
for BidBench™ and CaptureBench™
Career Benefits
Performance Mgt Specialist
BD Operations Management
Quality Management
Proposal Professional
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CERTIFIED KNOWLEDGE SPECIALIST
Identified Deficiencies
• Always creating proposal content
from “scratch” (no re-use material)
• Over-reliance on “boilerplate” and
past proposal content
• Lack of basic BD tools and
templates to support capture and
proposal activities
Needed Competencies
• Develop and maintain a database
of proposal re-use materials
• Provide essential BD project
planning and development tools
• Establish and maintain a
knowledge management system
CERTIFIED KNOWLEDGE SPECIALIST (CONT’D)
Competence Development
• Information Architecture
• Social KM / Collaboration and
Communities
• Knowledge Transfer & Continuity
• Taxonomy
• Knowledge Capture
http://www.kminstitute.org/content/
certified-knowledge-specialist-cks
Career Benefits
Cert Knowledge Specialist
Customer Relation Mgmt
Proposal Professional
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Competitive
Intelligence Analyst
Management
Decision Coach
Competency
Development Facilitator
Performance
Management Specialist
Certified
Knowledge Specialist
• Bid Writer / Editor
• Bid Graphics Artist
• Bid Coordinator
• Bid Manager
WHERE
NEXT
?????
REAL OPPORTUNITIES FOR CAREER GROWTH
QUESTIONS AND IMMEDIATE OPPORTUNITY