Pursuit of Excellence

The creation of the Pursuit Center of Excellence (Pursuit COE) improved West Monroe’s win rates and drove a more consistent approach to winning work. Teaming up with Revenue Growth and Commercial Growth, the Marketing-led Pursuit COE ultimately influenced $45.2M in wins 2023.

ISSUE

West Monroe faced a series of challenges in its business development and proposal processes that necessitated a strategic overhaul.

The quality of proposals varied significantly, lacking a standardized approach that could ensure consistency and professionalism. This inconsistency often led to inefficiencies, as the decentralized approach resulted in duplicated efforts and slower response times. Consequently, the firm occasionally missed out on lucrative opportunities due to delayed or subpar proposals. Moreover, the absence of a centralized repository for best practices created a knowledge gap, leading to inconsistent application of successful strategies.

Action

To address pressing challenges in business development and proposal processes, West Monroe, led by its Marketing team, established the Pursuit COE.

This initiative centralized expertise in proposal development, project management, and client engagement into a dedicated team to harness collective knowledge and skills. Standardized processes and templates were implemented to improve proposal consistency and quality, while comprehensive training programs equipped the Pursuit COE team and stakeholders with the latest tools and best practices. Advanced technologies, including CRM systems, proposal management software, and collaboration platforms, were integrated to streamline the proposal development process. Additionally, a centralized repository for best practices, case studies, templates, and other resources was created, facilitating seamless knowledge sharing and ensuring the consistent application of successful strategies across the organization.

Impact

The creation of the Pursuit Center of Excellence (Pursuit COE) improved West Monroe’s win rates and drove a more consistent approach to winning work. Teaming up with Revenue Growth and Commercial Growth, the Marketing-led Pursuit COE ultimately influenced $45.2M in wins 2023.

The establishment of the Pursuit COE had a transformative impact on West Monroe. It significantly improved the quality and consistency of proposals, leading to a higher win rate for new business opportunities. Streamlined processes and centralized resources reduced the time and effort required for proposal development, enabling quicker responses to RFPs and client inquiries. By minimizing redundancy and leveraging specialized skills, West Monroe optimized resource use and focused more on strategic pursuits. High-quality proposals enhanced the firm's reputation and credibility, improving client perception. The alignment of pursuits with strategic goals resulted in more effective business development efforts. Overall, the Pursuit COE not only addressed initial challenges but also set a new standard for excellence in proposal development and client engagement, driving growth and positioning West Monroe as an industry leader.