This is a special program that is only open to a few companies at a time. Innovation Lab participants get special training, extra hand-holding, and discounts in return for being our guinea pigs. They are the test beds where we develop and test new approaches. Participating in the program is not for everyone. Only companies who are prepared to be innovative should apply. If you are accepted into the program you will be expected to commit to at least two teleconference sessions each month to discuss improving your business and proposal development efforts. This is a program for companies that are prepared to reengineer how they develop business and not just a program for someone who wants to win a single proposal.
The program starts with a discussion of the current state of your business development process and efforts. Then we will make recommendations and help you get them implemented. In some cases, the sessions will be with your executives. In others it will be with your business development staff, proposal staff, or maybe all of the stakeholders. The sessions are usually part status updating and analysis, part planning, and part training. The goals are to improve your processes and improve the skills of your staff. The ultimate goal is to have you grow up or graduate out of the program — to get you to the point where everyone is comfortable with the new process, your staff have the skills to execute it independently, and you no longer need us. We’ve helped companies start with staff who were frankly too inexperienced and not qualified for the jobs they were given and over the course of a year or two helped them grow to where they could stand on their own. And incidentally win a bunch of new contracts along the way.
Part of our approach is that instead of dumping an entirely new process and everything else on you all at once, we look at your current state and target a specific area for improvement. Once people are comfortable with that change, we introduce another. Every few weeks, we raise the bar again. Maybe in the first round we’ll introduce Readiness Reviews, but with an emphasis on status checking instead of deadline enforcement. A few weeks later, we’ll start focusing on the review standards and what people need to do to prepare for them. A few weeks later, we’ll introduce the concept of measuring progress. We’ll keep raising the bar, a little at a time, until people are comfortable executing the full process.
While there is a charge for the program, the value is unbeatable — it’s a great way to make dramatic improvements to your company's ability to win new business. Participants typically commit to two three-hour sessions twice per month for six months (12 sessions) at a cost of $6000. You continue to renew as long as you need the help. Over time we’ll go from training to answering questions, to dealing with exceptions and handling problems, and ultimately to graduation when the sessions are no longer needed.
A recent graduate turned-around a company that had hit hard times having lost their last five proposals. They came to us prepared to throw out the way they had been doing things and start over. We worked with them for two years until they were ready to stand on their own. During the time they were in the program, they won every single one of their recompetes and built a qualified pipeline equal to 10 times their current revenue. Perhaps more importantly, they put in place the process to maintain that pipeline and capture the opportunities in it.
To find out more about this program and how to take your organization to a higher level, call us at 1-800-848-1563 or contact us here.