Delivering a successful proposal meeting the quality, schedule and cost needs immaculate planning and execution. In this webinar we will discuss the different proposal management best practices from APMP and followed by successful proposal managers.
3. Team Selection & Management!
Proposal Management is Project Management
on steroids.!
Reward Good
Performance!
!
Identify backup for key roles!
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!
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Differentiate the process and
content responsibilities!
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Manage the proposal like all other
corporate strategic projects!
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Scope all the tasks
based on a clear vision
of the document to be
delivered and realistic
timelines!
Establish a management
structure with defined
roles and responsibilities!
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Select the right types of people
for each role!
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Document your approach in the
Proposal Management Plan!
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Tailor your approach for
each proposal by adjusting
the role assignments!
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4. Storyboard Review Management!
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Make the Storyboard a key management tool !
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§ Set organisational values when making decisions!
§ Lead multiple teams balancing conflicts and interests!
§ Initiate wide ranging action to achieve business objectives!
§ Communicate clearly to a wide and diverse audience !
2
§ Coach senior managers on the aims, objectives and purpose of the
storyboard review!
§ Promote the active use of storyboarding!
§ Use the Storyboarding process adaptively !
1
§ Plan, schedule and manage Storyboard Reviews, their outcomes and
the process.!
§ Provide the Draft Executive Summary for the Storyboard Review!
§ Chair the Storyboard Review meeting !
5. Kickoff Meeting Management!
Agenda!
Plan!
Prepare!
Review!
Establish!
• Allocate minimum 15% preparation time to the core team!
• Invite the right people!
• Keep the proposal sponsor informed!
• A complete but concise agenda!
• A comprehensive kickoff package!
• Proposal Management Plan!
• Tasks assigned and timelines!
• Writing tasks and page allocations !
• Proposal graphics!
• Ground rules for review meeting!
• Lines of authority!
• Tasks assigned!
Kickoff meeting is a critical milestone that requires core
team planning followed by a professional execution. !
6. Review Management!
§ Validate thoroughness of the Win
Strategy!
§ Test strategy against prospect needs
and requirements!
§ Validate that the strategy provides
advantages over the competition. !
Pursuit
Colour
Teams
§ How do you shape the game?!
§ What are the competitors likely
strategies?!
§ What are the competitors strengths and
weaknesses?!
§ How do you unseat the incumbent?!
§ How do you remain the incumbent?!
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§ Review the proposal package!
§ Organize the review team, delivering
responsibilities for each team member!
§ Display the proposal section material in
the sequence that matches the flow of
the proposal!
§ Document all comments and
recommendations!
§ Plan the red team review thoroughly!
§ Select the red team members early and
have them in the kickoff meeting!
§ Organize the Red Team to mirror the
customer evaluation structure,
guidelines and operations!
§ Use both quantitative and qualitative
scoring!
!
§ Critically assess the “robustness” of the
proposed technical solution!
§ Verify that the cost/price conforms to
the price-to-win strategy!
§ Assure the viability of the program
management concept and approach!
§ Test the final articulation of proposal
discriminators!
Reviews done correctly, are the most cost-effective way to
improve a proposal!
7. Risk Management!
Identify all aspects of Risk!
• Programme, Technical, Schedule, Costs ...!
• Probability of failure!
• Consequence of failure!
Create a risk matrix!
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• Prepare a matrix of top two or three areas of
risks and their management approach!
• Provide evidence of managing similar risks!
• Be credible and real!
Develop strategy to manage!
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• Prioritize the risk based on their probability!
• Prepare a mitigation strategy for each risk!
• Be honest, but don’t alarm!
S Discuss risks in sections!
• Text!
!
• Include top-level discussions of risks in each
section!
• Describe the causes of the risk and possible
impact if not cured!
• Explain how the risk will be managed !
Logo!
Create a dragon, slay the dragon and ghost your competitors!
8. Production Management!
Production is the step that converts all your hard work
into a product!
S!
O!
P!
O!
R!
P!
A!
L!
1!
Identify and assign the production management role and
include in core team!
2! Set clear ground rules in a production management plan!
3! Determine precisely what will be produced!
4! Test all systems prior to production!
5! Maintain backups and have an alternate facility ready!
6! Enforce version control on a section-by-section basis!
7!
Increase quality checks and time if proposal production is
remote!
9. Lessons Learnt Analysis!
How did you fare versus the competition; what helped or
what hindered the team ?!
• Capture vital customer and competitor
information!
• Improve the products & services you
offer!
• Improve your proposal capabilities and
the overall bidding process!
• Honor the good work that took place!
• Win future bids!
10. Stay connected with us on
Linkedin Study Group for
details of the next webinar on
Proposal Content & Graphics
Development.!
Thank You.!
Abhijit Majumdar CP.APMP!
Associate Vice President!
Zensar Technologies Ltd. Pune. India.!