PROBLEM STATEMENT: Recompete Losses; Contract Bleed; Slow Revenue Growth; Reputation Challenges in Marketplace
CHALLENGES: Program Managers tend to focus on technical execution and overlook contract retention and growth:
- PM is focused on execution, not contract growth
- PM’s are typically Subject Matter Experts, but lack training in all aspects of contract and program management
- Operations staff not trained to look for growth opportunities, they feel it is not their job
- Lack awareness of broader company capabilities, missing opportunities for added services
- View the marketing team as an obstacle to customer trust
- Integration of Business Development efforts with PM and Operations team seldom occurs
SOLUTION: Training to address Program/Contract execution and leverage this for contract retention and business growth:
- Gain skills to execute across all phases of program and contract management
- Understand why the fundamentals matter
- Build a Program/Contract Management Plan for outstanding execution
- Understand the importance of Stakeholder management
- Build a communications plan to meet customer needs AND convey your value
- Build an approach to manage risks and issues proactively
- Understand the role of Quality Management in Program Execution and Customer satisfaction
- Leverage excellence in Program Management delivery for contract retention
- Build a continuous improvement approach focused on customer needs and a customer centric approach
- Learn how a customer first/customer centric approach can yield organic growth
- Integrate your contract/program operations and BD efforts to yield maximum returns
OUTCOME:
- Increased contract retention and recompete wins
- Increases in organic growth
- Satisfied customers and referenceable past performance
- For Federal Contractors, stellar CPAR ratings
