This Excel workbook serves as the central data repository where companies organize and analyze all contract information collected through the value-mapping process. The matrix contains every critical aspect of past performance, from basic contract details to quantifiable value metrics that demonstrate corporate maturity and capability. Companies use this structured template to transform raw and unorganized information into organized, searchable data that can be quickly filtered and accessed for proposal writing and business development activities.
The matrix organizes data across key categories including market sectors, contract details, project descriptions with quantifiable metrics, performance locations, revenue information, client user locations, and contract timelines. Additionally, it tracks whether companies served as prime or subcontractors and includes dedicated sections for notes and special value propositions. This systematic approach enables businesses to identify patterns across their portfolio, bundle capabilities for stronger positioning, and rapidly locate relevant past performance examples when responding to new opportunities.
The completed matrix provides two essential business functions: enabling lightning-fast keyword searches for proposal teams to match past performance with new requirements, and facilitating the bundling of qualifiable and quantifiable metrics across multiple contracts to dramatically improve perceived corporate maturity. When complete, the past performance, value, differentiation, and metrics are bundled to create a new Corporate Overview which goes on the corporate homepage, the summary on capability statements, in your proposals, and much more.
Complete Value-Mapping Resource Series:
- Value Mapping #1 – Overview
- Value Mapping #2 – Supporting Questions
- Value Mapping #3 – Matrix Example and Template
- Value Mapping #4 – Example 1 Who We Are
- Value Mapping #4 – Example 2 Who We Are
- Value Mapping #4 – Example 3 Who We Are
