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UID:19814-1792065600-1792069200@apmpnca.org
SUMMARY:Mind the Gap: Measuring Pursuit Drift from Qualification to Submission
DESCRIPTION:Why do promising proposals fall short at evaluation? Most losses stem from two critical\, unmeasured gaps: \n\nThe Qualification Gap: Inherited before a single word is written—the disconnect between customer requirements and your organization’s true capabilities\, positioning\, and relationship.\nThe Drafting Gap: Created during proposal development—the drift caused by functional silos\, unowned narratives\, unquantified claims\, and unmonitored messaging.\n\nMost teams discover these gaps only during post-loss debriefs. This session turns both gaps into measurable\, manageable metrics using practical\, tool-agnostic methods that run on a spreadsheet. Through a step-by-step walkthrough of a composite pursuit—from kickoff through color team reviews to final submission—you will pinpoint exactly where drift opens\, where warning signs are missed\, and when a gap becomes unrecoverable. \nKey Takeaways \nBy attending this session\, proposal and capture professionals will learn how to: \n\nPinpoint Pursuit Gaps: Clearly distinguish between foundational qualification gaps and execution-based drafting drift.\nSpot Warning Signs Early: Identify four critical early-warning indicators that a pursuit is drifting away from customer requirements and evaluation criteria.\nInstitute a Structured Review Cadence: Apply a practical checkpoint framework mapped directly to standard color team review milestones.\nMake Decisive Mid-Pursuit Calls: Evaluate whether late-cycle drift is recoverable and establish clear criteria for mid-pursuit scope corrections or no-bid decisions.\n\n 
URL:https://apmpnca.org/event/mind-the-gap-measuring-pursuit-drift-from-qualification-to-submission/
CATEGORIES:Virtual Meeting
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LOCATION:https://apmpnca.org/event/mind-the-gap-measuring-pursuit-drift-from-qualification-to-submission/
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