Johnson Control Case Summary
Brad,
It was a pleasure to meet you yesterday. I am delighted to see that we share a similar vision for the leadership required to grow market share in a rapidly evolving federal market.
Johnson Controls is currently winning only a small fraction of competitive bids, and as a result, our competition is gaining market share. Our customers (by way of their contracting officers) are better informed of the technical, contractual, and financial aspects of executing projects; our role as a trusted advisor to our customers is evolving. The competitive proposal is now a key element of the customer’s vendor selection process. Johnson Controls must generate winning proposals to grow market share. I believe that our proposals fail to differentiate the JCI offering. Key challenges which prevent us from …show more content…
Ultimately, proposals fail to convey a clear value proposition; JCI’s core competencies and capabilities are not aligned with customer needs (both stated and unstated).
Developing winning proposals will require creative and strategic leadership. We agree that a single entity needs to own not only the individual proposal documents, but also the short-term and long-term development process. This leader needs to navigate the BE team, tactically engage team members, and drive ideation; this individual needs to get the right people into the room and ask the right questions. Moreover, this individual needs to be willing to put down content and assume full responsibility for delivery of an effective document. Distinct qualities required of this leader include:
1. A relentless drive for a top-quality product
2. An ability to develop, convey, and execute processes
3. An aptitude to build internal relationships and a tenacity to elicit support
4. The foresight to keep abreast of market trends and the forces driving our industry
5. A desire to capture and curate great stories about our organization
6. An unwillingness to accept failure, but the astuteness to learn from
It was a pleasure to meet you yesterday. I am delighted to see that we share a similar vision for the leadership required to grow market share in a rapidly evolving federal market.
Johnson Controls is currently winning only a small fraction of competitive bids, and as a result, our competition is gaining market share. Our customers (by way of their contracting officers) are better informed of the technical, contractual, and financial aspects of executing projects; our role as a trusted advisor to our customers is evolving. The competitive proposal is now a key element of the customer’s vendor selection process. Johnson Controls must generate winning proposals to grow market share. I believe that our proposals fail to differentiate the JCI offering. Key challenges which prevent us from …show more content…
Ultimately, proposals fail to convey a clear value proposition; JCI’s core competencies and capabilities are not aligned with customer needs (both stated and unstated).
Developing winning proposals will require creative and strategic leadership. We agree that a single entity needs to own not only the individual proposal documents, but also the short-term and long-term development process. This leader needs to navigate the BE team, tactically engage team members, and drive ideation; this individual needs to get the right people into the room and ask the right questions. Moreover, this individual needs to be willing to put down content and assume full responsibility for delivery of an effective document. Distinct qualities required of this leader include:
1. A relentless drive for a top-quality product
2. An ability to develop, convey, and execute processes
3. An aptitude to build internal relationships and a tenacity to elicit support
4. The foresight to keep abreast of market trends and the forces driving our industry
5. A desire to capture and curate great stories about our organization
6. An unwillingness to accept failure, but the astuteness to learn from