We have seen a lot go right and wrong over many years and many proposals. We have learned that, regardless of the type of opportunity or the size of program or target market, there are common threads – things that work well and common behaviours that trip up proposal teams. This article provides a high level overview of some of the key lessons that we have learned, with emphasis on what should be done in advance of the formal RFP release. Continue reading
Tag Archives: estimating
Psychological Sleight of Hand – Part 2
In Part 1, “It’s All Your Fault”, we briefly explored current thinking on human biases and the role of optimism in human evolution. We declared that common biases, including our inherent optimism, are key contributors to our persistent inability to complete programs on time and within budget.
In this article, we identify some key actions that you can take to acknowledge, temper and compensate for common problematic human behaviours.
This is a long and detailed article – it is not a simple problem. If the contents ring true, we can help you self-assess and identify those strategies that best fit your reality.
Why should you get outside help? Because, apart from the fact that your circumstances are unique, as we noted in Part 1 you and your team carry a suitcase full of biases that impede your ability to act objectively.
Please read Part 1 before you proceed. Continue reading