Within the MustWin Process Architecture we divide the organizational layer into the following areas: Executive, Approaches, and Resources. The organizational layer forms a context that impacts your ability to win bids. But it can’t necessarily be accounted for as inputs to the process. It’s not part of the process flow, but it impacts every step of the process flow. It is roughly analogous to style in writing, only it’s the management style of the environment your process operates in.
Your win rate depends on adapting your process to this environment. Instead of steps and procedures, this will often take the form of communication and guidance to help stakeholders address these considerations. A simple checklist or table may be all it takes. However, failing to anticipate these considerations will likely mean win rate reducing delays, ad hoc decisions, and unnecessary conflict made against your proposal deadline.
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