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Systems Engineering Success Factors for Capturing Contracts

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  • Clement Smartt
  • Susan Ferreira

Abstract

Mastering the proposal process to ensure that contracts will be awarded is key to survival for organizations that thrive on contract work. Organizations often use systems engineering on proposals when complex systems are being engineered. However, not much research has been performed related to the use of systems engineering on proposals. This paper presents an analysis of results of a survey related to the use of systems engineering on proposals and identifies systems engineering related success factors for capturing contracts. The presented results can be used by decision makers to potentially increase the likelihood that proposal efforts will lead to contract awards.

Suggested Citation

  • Clement Smartt & Susan Ferreira, 2015. "Systems Engineering Success Factors for Capturing Contracts," Systems Engineering, John Wiley & Sons, vol. 18(1), pages 71-86, January.
    • Handle: RePEc:wly:syseng:v:18:y:2015:i:1:p:71-86
    DOI: 10.1002/sys.21289
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    1. Clement Smartt & Susan Ferreira, 2011. "Advancing systems engineering in support of the bid and proposal process," Systems Engineering, John Wiley & Sons, vol. 14(3), pages 255-266, September.
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