Anticipating an organization's long-term success with implementing a virtual proposal tool

by Rush, Ann J., Ph.D., CAPELLA UNIVERSITY, 2014, 206 pages; 3629346


There are many reasons why an organization may implement a change, and none is more critical today than changes made to enhance the financial success of a company that results in decreasing operating costs or increased profits. This change can take the form of policies, procedures, technology or in some cases, personnel. Some organizations succeed, however most organizations' implemented change fails or does not meet its intended desirable effects. This research studied an organization's implementation and usage of its Virtual Proposal Performance Support Tool to determine its economic (cost) and system (process) effects on the Proposal Leader's performance at the organizational, process, and performer levels. The research applied a Concurrent Embedded Mixed methodology strategy (Creswell, 2009) through the use of a single case study to determine if the tool improved the Proposal Leader's ability to develop proposals and whether an improvement would be sustainable for a period of time. It addressed two key components to performance improvement: Systems and Economic Data. Systems evaluations were derived by applying Rummler and Brache's (1995) Nine Performance Variables and the economic data was derived by applying Swanson's (2001) Financial Benefits Assessment. Each tool was tailored to address relevant "common" critical success factors for implementing and maintaining virtual software applications. Results were used to determine if the intervention improved the organization's proposal development performance, and they provided a good indicator to determine the longevity of the resulting performance. The results of the study revealed that the implementation of the Virtual Proposal Software Program came at an increased cost. The company was able to successfully complete two times as many proposals without negatively impacting the quality of the proposal product. This measure of improved cost performance resulted in a three year forecasted resultant net benefit of $781,545. The leadership made a formal commitment to allocate the necessary resources over a designated period of time to ensure the sustainability and usability of the Virtual Proposal Software Program. Overall, these actions resulted in standardized proposal management activities, an increase in proposal development activities, and a return on investment within the first year of implementation.

AdviserDarlene Van@Tiem
Source TypeDissertation
SubjectsManagement; Business education
Publication Number3629346

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