Tag Archives: risk

The Thrill of the Chase

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A well-considered large pursuit capture strategy should initially be drafted years in advance of a formal release of the Request for Proposals (RFP).

This may seem like motherhood, but we rarely see well developed, long term, mature capture strategies, even in corporations with sophisticated bid and capture processes. More often we see some combination of last minute decisions, very poor competitive intel, simplistic pricing, late teaming, unnecessary additional program costs, and risk.

Why?  Most likely because humans generally hold off, fear mistakes, want more certainty, like to deal in “the now” and underestimate their competition. Our articles on human biases here and here explore this issue. Continue reading →

Psychological Sleight of Hand – Part 2

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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 →