Example of completed Goals to Metrics

Example of Goals to Metrics for a Proposal Team in Development

Central Proposal Team
Goals	Strategies	Actions	Objectives	Constraints	Metrics
Establish Magic of Winning Proposals(tm) System	Entice with advanced production methods	Provide coaching paired with advanced production	Build teams practiced at Magic of Winning(tm)	Preference for "just the glitz," not the hard work.	Hit rate of 75%
	Reinforce training with workshops based on success stories	Provide one two-hour workshop on aspect of Magic of Winning(tm)	Promulgate understanding of Magic of Winning(tm)	Objection to another training class	Teach at least 3 workshops by COB 1995.
	Provide training to East and West teams	Consult with East team on needs and develop methods for training 3rd quarter 1995.	Build strong national leadership for Magic of Winning(tm)	Possible reluctance of team members or team management	Implementation of at least 3 objectives of consulting contract
	Provide training to East and West teams	Consult with West team on needs and develop methods for training 4th quarter 1995.	Build strong national leadership for Magic of Winning(tm)	Possible reluctance of team members or team management
Support Implementation of Capture Plans	Learn by doing	Train CPT to create and implement capture plans	Coordinators learn how to create and use Capture Plans	CPT members have not been exposed to this practice.	Each coordinator captures one targeted proposal manager.
Support Implementation of Capture Plans	Provide coaching support for teams creating capture plans	Solicit and coach teams on capture plans	CPT provides capture plan support	Reluctance to share capture plan strategy with CPT	Coach two local, one distant capture plan by COB 1995.
Build marketing research and intelligence services	Provide research services to save time and expense of professional staff.	Recognize opportunities to volunteer assistance, and perform the research.	Prevent wasted effort on poor candidate for capture plan, marketing and proposals.	Reluctance to gather intelligence before taking action.	Eight repeat client for research and/or search services by COB 1995.
Effective Marketing Materials	Entice with successful brochures and satisfied clients.	Provide client-focused writing and brochure coordination.	Improve marketing materials	Preference for "just a cute idea" or "zero budget."	Two kudos (industry recognition or client written response) by COB 1995.