Blog · Tag
debrief.
7 posts in this archive.
Win-loss, Part 5 of 5: the eighteen-month view
Eighteen months of running a win-loss program for ourselves. What we'd change if we started over today, what we wouldn't, and the one investment that compounded more than we expected.
Win-loss, Part 4 of 5: closing the KB feedback loop
How a debrief finding becomes a block edit that ships into the next bid. The review cadence that makes it stick. The specific anti-patterns that break the loop.
Win-loss, Part 3 of 5: the five anti-patterns
Lessons logged and never applied. Themes that don't match answered questions. Five failure modes I see when a win-loss program looks healthy from the outside but isn't moving the win rate.
Win-loss, Part 2 of 5: debrief rituals that actually run
A 30-minute debrief format with four questions and one DRI. Why quarterly debriefs fail, why per-bid debriefs work, and the calendar discipline that keeps the practice alive past month four.
What 120 public debrief transcripts tell us about why bids lose
We read 120 public debrief and protest decisions — federal GAO and state equivalents — and coded the stated reasons for losses. Four patterns repeat. Three things surprised us.
Win-loss intelligence, Part 1 of 5: what to capture and when
The 18 fields we capture on every bid, why each one matters, and why most teams skip twelve of them. Part 1 of a five-part series on running win-loss as a habit, not a quarterly ritual.
Win-loss intelligence starts on day one
Most teams collect the wrong signals after a bid, and the wrong signals compound. An opinion piece on what to capture from the moment the RFP lands, not the day after the award email.
See the proposal workflow
Take the 5-minute tour, then start a trial workspace when you're ready to run a real pursuit against your own source material.