Centurion’s Opportunity Assessment NOW™ is an innovative analytic tool that will significantly improve business performance. Providing statistical and quantitative analysis to prioritize opportunities in the Capture or Business Development process is the key to revolutionize the bid/no bid decision making process.
As a Business Development Analytic tool, Opportunity Assessment NOW™ has the proven ability to accurately predict proposal win rates. The Opportunity Assessment NOW™ solution provides the ability to decrease Bid and Proposal (B&P) expenses, by identifying and rejecting the lowest odds to win bids, while increasing the win volume. This is an astonishingly positive result. A typical $100M business with a 20% growth objective and a 30% win rate would be able to save or redirect $1.4 M per year.
Centurion’s solution is based on the adopted industry standard developed by world-renowned experts, Davenport, T. H. & Harris, J.G., Competing on Analytics – The New Science of Winning, (2007). The table below illustrates the relationship of Centurion’s Business Intelligence NOW and Opportunity Assessment NOW in the context of Business Intelligence and Analytics (Davenport, 2007). Centurion reports are illustrated in the context of Analytics and Access and Reporting.
| CRS Reports | ||||
| C O M P E T I T I V E A D V A N T A G E |
Optimization | What is the best that can happen | Pipeline Ranking Resource Optimization |
Analytics (OAN) |
| Predictive Modeling | What will happen next? | Action Planning Individual Assessment |
||
| Forecasting / Extrapolation | What if these trends continue? | Pipeline Ranking | ||
| Statistical Analysis | Why is this happening? | Individual Assessment History / Baseline |
||
| Alerts | What actions are needed? | Opportunity, Agency, Saved Search notifications and alerts | Access and Reporting (Business Intelligence NOW) |
|
| Query / Drill Down | Where exactly is the problem? | Searching 20,000+ Opportunity Reports | ||
| Ad hoc Reports | How many, how often, where? | Customer Service Requests | ||
| Standard Reports | What happened? | Opportunity Specific Reports | ||
Centurion Analytics: New Science of Winning™
Opportunity Assessment NOW™ Background
The most common approach to responding to RFP’s is a Capture process or a Business Development process. Such processes have been used for a number of years and vary in sophistication, and are inherently helpful.
We recommend beginning the RFP process by asking these questions;
1. If I bid this opportunity am I going to win or lose?
2. If I am not in a winning position, what do I have to do to get to a winning position?
3. Is it reasonable to accomplish the actions to get to the winning position?
Answering these questions up front will improve business performance by allowing clients to select the best opportunities to bid and rejecting the worst thereby maximizing the effective use of resources. A quantitative and qualitative answering approach to decision making is far preferred over a subjective evaluation.
Utilizing a quantitative and fact-based approach is the basis for Opportunity Assessment NOW™ (OAN), identifying the factors that determine the proposal outcome. Included in OAN is a database of wins and losses and an optimization technique that determines the optimal allocation of weighting between and within the factors. The power of the tool is using the analytics to make key decisions that improve business performance.
Centurion’s Seven Factors that Influence Winning are illustrated below.
Centurion’s Seven Factors that Influence Winning
Opportunity Assessment NOW™ Process
Centurion’s Seven Steps to Win
Step 1 – Perform an Individual Assessment on an Opportunity using Centurion’s Seven Factors that Influence Winning
This establishes the overall competitive position of the opportunity and the positioning within each factor.
Step 2- Generate an Individual Assessment Report
This report provides a quantitative assessment of the individual opportunity.
Step 3 – History/Baseline Report
Determine the breakpoint that separates the Winning and Losing zones.
Step 4 – Pipeline Ranking Report
This report is developed by assessing a number of opportunities and populating the report, providing a the competitiveness of all of the opportunities.Step 5 – Action Planning Report
Complete Action Planning on selected opportunities. This report is generated with specific recommendations in each of the Seven Factors.Step 6 – Pipeline Ranking/Resource Optimization Report
This report allows the user to optimize resources by examining the pipeline from the perspectives of most likely to win and B&P resources requiredStep 7 – The client can now move forward to optimize their resources and take actions to win!
We deliver daily intelligence that provides invaluable benefits to CXOs, BD Directors, Sales and Marketing Professionals, Researchers, Capture Managers and many others.
Opportunity Assessment NOW™ is an innovative analytic tool that will significantly improve business performance. Providing statistical and quantitative analysis to prioritize opportunities in the Capture or Business Development process is the key to revolutionize the bid/no bid decision making process.
See our Complete OAN White Paper
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