In most competitions, the source selection memorandum explains why the winner was chosen and why others were not.

The loser often experiences these insights as a strategic surprise—a moment of realization, especially when the offers are significantly different. This common practice entails conducting detailed reports on lessons-learned when a competition is lost. Companies do this to understand why the loss was a surprise and to understand why certain competitive choices were not made. Looking back, these insights are often clear but were hidden in the complexity of executing the capture.

At SMA: The Program Lifecycle Company™, our Prospective Lessons Learned (PL2)™ solution generates pro­spective insights. These insights are similar to those gained from hindsight as a result of a traditional lessons learned. The methodology identifies the different paths a competition might evolve either by customer or competitive dynamics. PL2™ provides a structured ap­proach to shaping the opportunity towards a preferred pathway. PL2™ provides the most value when competitors offer distinctly different solutions, there are considerable uncertainties about acquisition strategy and stated/unstated requirements, or when customer priorities external to the opportunity obscure the opportunity trade space.

Click here to learn more about Prospective Lessons Learned (PL2)™ and start moving your next opportunity in your direction!

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