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APMP®
                 Accreditation Programme
               Choosing the Right Opportunities
                 Session 2: Proposal Process
                        Management


© APMP 2005 and Bid to Win Ltd 2010               Version: 0v9
Proposal Process Management
Choosing the right opportunities   Establishing Requirements      Developing Strategy


       Opportunity Qualification
   Proposal Process Management
            Review Management



                                                               Managing Time, Cost and
 Planning the Proposal Phase        Communicating your Plan
                                                                      Quality




                                   Learning from Experience



             Understanding the key elements of a
             good proposal development process
     Syllabus Requirement
Learning objectives for Proposal
Process Management:


To recognise the key elements of a
good proposal development process

To develop an understanding of the
essential reviews

                              Proposal Guide   187
Syllabus Requirement
Key Elements of a Good
Proposal Development Process

A good process should be:
•   Scalable – size and type
•   Flexible – size and type
•   Repeatable – size and type
•   Documented

A good process should have
•   an owner
•   training available to inform, support and re-enforce
•   document based reviews - to control and add value
•   Milestones - with verifiable inputs and outputs
The process should be documented...
    Opportunity       Capture       Proposal       Proposal          Post
                                                                                    Handover
    Assessment        Planning      Planning      Preparation      Submittal

Pursuit Decision   Prelim. Bid   BID Decision   Submit Offer    Approve Deal         Close




                                                                         Proposal Guide        189
                                                                                               5
The process should have an owner
     ...and clear process steps
          Opportunity                    Proposal          Proposal              Post
                           Capture                                                               Handover
          Assessment                     Planning         Preparation          Submittal

  Pursuit Decision      Prelim. Bid   BID Decision      Submit Offer      Approve Deal            Close
Direct                                        Strategic Direction and Bid Decisions
             Qualify


Manage

Deliver




                                                                                      Proposal Guide        189
                                                                                                            6
The process should have an owner
     ...and clear process steps
          Opportunity                    Proposal          Proposal              Post
                           Capture                                                               Handover
          Assessment                     Planning         Preparation          Submittal

  Pursuit Decision      Prelim. Bid   BID Decision      Submit Offer      Approve Deal            Close
Direct                                        Strategic Direction and Bid Decisions
             Qualify
                          Develop       Develop            Develop            Present &                 Learn
                          Strategy      Solution           Proposal           Negotiate                Lessons
Manage                                                 Proposal Management and Reviews

Deliver




                                                                                      Proposal Guide             189
                                                                                                                 7
The process should have an owner
     ...and clear process steps
          Opportunity                    Proposal          Proposal              Post
                           Capture                                                               Handover
          Assessment                     Planning         Preparation          Submittal

  Pursuit Decision      Prelim. Bid   BID Decision      Submit Offer      Approve Deal            Close
Direct                                        Strategic Direction and Bid Decisions
             Qualify
                          Develop       Develop            Develop            Present &                 Learn
                          Strategy      Solution           Proposal           Negotiate                Lessons
Manage                                                 Proposal Management and Reviews

Deliver                                                  Create Proposal Content




                                                                                      Proposal Guide             189
                                                                                                                 8
It should be based on documented
     reviews and decisions
          Opportunity                           Proposal           Proposal               Post
                             Capture                                                                       Handover
          Assessment                            Planning          Preparation           Submittal

  Pursuit Decision       Prelim. Bid         BID Decision       Submit Offer        Approve Deal            Close
Direct                                                Strategic Direction and Bid Decisions
             Qualify
                           Develop             Develop             Develop             Present &                  Learn
                           Strategy            Solution            Proposal            Negotiate                 Lessons
Manage                                                          Proposal Management and Reviews

Deliver                                                          Create Proposal Content
   Outputs/Products/Results
        Pursuit                                                                                             Program
                          Capture Plan        Proposal Plan       Storyboards         Closure Plan
    Recommendation                                                                                       Transition Plan
      Opportunity /
                        Sales Presentation   Writers Packages    Red Team Draft     Oral Presentation
     Lead Description
                             Bid              Draft Executive
                                                                  Business Case         Final Offer
                        Recommendation          Summary

                                                                   Final Proposal     Lessons Learned


                                                                                                Proposal Guide             189
                                                                                                                           9
The process should be scalable...
   Pursuit Decision   Preliminary Bid.   BID Decision   Submit Bid     Approve Deal       Close

        Opportunity                          Proposal     Proposal
                             Capture                                       Win Case      Handover
        Assessment                           Planning    Preparation

Business                                                                                Win /Loss
               Size                                         Develop     Submit Offer
as Usual                                                                               Handover &
               Task                                         Proposal     & Win Case
                                                                                         Close

Small Bids


Typical Bids


Large
Bids

     Outputs
                                                                          Submitted
                                                                           Proposal
                                                                          Negotiated
                                                                           Contract
The process should be flexible ...
   Pursuit Decision        Preliminary Bid.         BID Decision     Submit Bid     Approve Deal         Close

           Opportunity                                  Proposal       Proposal
                                   Capture                                              Win Case       Handover
           Assessment                                   Planning      Preparation

Business                                                                                             Win /Loss
                Size                                                     Develop     Submit Offer
as Usual                                                                                            Handover &
                Task                                                     Proposal     & Win Case
                                                                                                      Close
                                                                                                     Win /Loss
                                                        Initiation     Develop       Submit Offer
Small Bids                                                                                          Handover &
                                                       & Planning      Proposal       & Win Case
                                                                                                      Close

Typical Bids


Large
Bids

     Outputs
        Outline Business       Win Strategy /                                          Submitted
                                                                                                    Lessons Learned
              Case            Project Approach                                          Proposal
                               Initial Solution &                                      Negotiated
           Project Brief                                                                Contract
                                  Price to Win
… repeatable by size and type
   Pursuit Decision        Preliminary Bid.         BID Decision       Submit Bid          Approve Deal          Close

           Opportunity                                  Proposal          Proposal
                                   Capture                                                     Win Case        Handover
           Assessment                                   Planning         Preparation

Business                                                                                                     Win /Loss
                Size                                                         Develop        Submit Offer
as Usual                                                                                                    Handover &
                Task                                                         Proposal        & Win Case
                                                                                                              Close
                                                                                                             Win /Loss
                                                        Initiation        Develop           Submit Offer
Small Bids                                                                                                  Handover &
                                                       & Planning         Proposal           & Win Case
                                                                                                              Close
                                                                                                             Win /Loss
                                                                          Develop           Sub-     Win
Typical Bids                      Initiation           Planning                              mit     Case
                                                                                                            Handover &
                                                                          Proposal
                                                                                                              Close
Large
Bids

     Outputs
        Outline Business       Win Strategy /           Proposal       Detailed Business      Submitted
                                                                                                            Lessons Learned
              Case            Project Approach          Strategy             Case              Proposal
                               Initial Solution &     Proposal Stage     Proposal Final       Negotiated
           Project Brief                                  Plan               Draft             Contract
                                  Price to Win
... adjustable to time available
   Pursuit Decision        Preliminary Bid.         BID Decision       Submit Bid          Approve Deal                Close

           Opportunity                                  Proposal          Proposal
                                   Capture                                                        Win Case           Handover
           Assessment                                   Planning         Preparation

Business                                                                                                           Win /Loss
                Size                                                         Develop        Submit Offer
as Usual                                                                                                          Handover &
                Task                                                         Proposal        & Win Case
                                                                                                                    Close
                                                                                                                   Win /Loss
                                                        Initiation        Develop           Submit Offer
Small Bids                                                                                                        Handover &
                                                       & Planning         Proposal           & Win Case
                                                                                                                    Close
                                                                                                                   Win /Loss
                                Initiation &           Develop            Develop           Sub-      Win
Typical Bids                                                                                 mit      Case
                                                                                                                  Handover &
                                  Planning             Solution           Proposal
                                                                                                                    Close
Large                                                                                                              Win /Loss
                                                       Develop            Develop




                                                                                                           BAFO
                                                                                           Sub-



                                                                                                   sent
                                                                                                   Pre-
                                                                                            mit
Bids         Initiation           Planning                                                                        Handover &
                                                       Solution           Proposal
                                                                                                                    Close
     Outputs
        Outline Business       Win Strategy /           Proposal       Detailed Business      Submitted
                                                                                                                  Lessons Learned
              Case            Project Approach          Strategy             Case              Proposal
                               Initial Solution &     Proposal Stage     Proposal Final       Negotiated             Benefits
           Project Brief                                  Plan               Draft             Contract           Realisation Plan
                                  Price to Win
So Remember: Key Elements of a Good
Proposal Development Process

A good process should be:
•   Scalable – size and type
•   Flexible – size and type
•   Repeatable – size and type
•   Documented

A good process should have
•   an owner
•   training available to inform, support and re-enforce
•   document based reviews - to control and add value
•   Milestones - with verifiable inputs and outputs
Learning objectives for the
Review Management topic

 understand common proposal reviews

 assemble appropriate information for
 reviews

 manage time to allow reviews and
 proposal amendment

                           Choosing the right opportunities
Syllabus Requirement
Proposal Process Reviews

Blue Team    Win Strategy
Black Team   Competitive Review
Pink Team    Storyboard Review
Red Team     Final Proposal Review
Gold Team    Business Review / Approval
White Team   Lessons Learned

                                          16
Common Proposal Reviews
    Opportunity                     Proposal       Proposal          Post
                      Capture                                                       Handover
    Assessment                      Planning      Preparation      Submittal

Pursuit Decision   Prelim. Bid   BID Decision   Submit Offer    Approve Deal         Close



  Proposal Timeline




                                                                         Proposal Guide        222
Common Proposal Reviews
    Opportunity                     Proposal       Proposal          Post
                      Capture                                                       Handover
    Assessment                      Planning      Preparation      Submittal

Pursuit Decision   Prelim. Bid   BID Decision   Submit Offer    Approve Deal         Close



  Proposal Timeline
   Win
   Strategy
   Blue Team




                                                                         Proposal Guide        222
Common Proposal Reviews
    Opportunity                     Proposal       Proposal          Post
                      Capture                                                       Handover
    Assessment                      Planning      Preparation      Submittal

Pursuit Decision   Prelim. Bid   BID Decision   Submit Offer    Approve Deal         Close



  Proposal Timeline
   Win
   Strategy
   Blue Team

            Competitor
            Strategy
            Black Hat




                                                                         Proposal Guide        222
Common Proposal Reviews
    Opportunity                     Proposal       Proposal          Post
                      Capture                                                       Handover
    Assessment                      Planning      Preparation      Submittal

Pursuit Decision   Prelim. Bid   BID Decision   Submit Offer    Approve Deal         Close



  Proposal Timeline
   Win               Proposal Strategy
   Strategy          or Storyboard
   Blue Team         Pink Team

            Competitor
            Strategy
            Black Hat




                                                                         Proposal Guide        222
Common Proposal Reviews
    Opportunity                     Proposal         Proposal          Post
                      Capture                                                         Handover
    Assessment                      Planning        Preparation      Submittal

Pursuit Decision   Prelim. Bid   BID Decision     Submit Offer    Approve Deal         Close



  Proposal Timeline
   Win               Proposal Strategy          Final
   Strategy          or Storyboard              Document
   Blue Team         Pink Team                  Red Team

            Competitor
            Strategy
            Black Hat




                                                                           Proposal Guide        222
Common Proposal Reviews
    Opportunity                     Proposal         Proposal          Post
                      Capture                                                         Handover
    Assessment                      Planning        Preparation      Submittal

Pursuit Decision   Prelim. Bid   BID Decision     Submit Offer    Approve Deal         Close



  Proposal Timeline
   Win               Proposal Strategy          Final
   Strategy          or Storyboard              Document
   Blue Team         Pink Team                  Red Team

            Competitor                          Business
            Strategy                            Case
            Black Hat                           Gold Team




                                                                           Proposal Guide        222
Common Proposal Reviews
    Opportunity                     Proposal         Proposal          Post
                      Capture                                                         Handover
    Assessment                      Planning        Preparation      Submittal

Pursuit Decision   Prelim. Bid   BID Decision     Submit Offer    Approve Deal         Close



  Proposal Timeline
   Win               Proposal Strategy          Final               Lessons
   Strategy          or Storyboard              Document            Learnt
   Blue Team         Pink Team                  Red Team            White Team

            Competitor                          Business
            Strategy                            Case
            Black Hat                           Gold Team




                                                                           Proposal Guide        222
Information Required for Reviews
    • Win Strategy (Blue Team)             • Final Document (Red Team)
          – Completed Sales, Opportunity      – Copy of customer request for
            and Capture Plans                   proposal
          – Draft Proposal Delivery Plan      – Working papers
    • Competitor Strategy                     – Win strategy papers
                                              – Final draft of complete
      (Black Hat Thinking)                      proposal
          – Opportunity information        • Business Case (Gold Team)
          – Competitor information            – Internal approval forms
    • Proposal Strategy or                 • Lessons Learned
      Storyboard (Pink Team)                 (White Team)
          – Proposal Outline and/or           – Internal feedback
            Storyboards                       – Customer feedback
Pursuit Decision
Information Required for Reviews
    • Win Strategy (Blue Team)             • Final Document (Red Team)
          – Completed Sales, Opportunity      – Copy of customer request for
            and Capture Plans                   proposal
          – Draft Proposal Delivery Plan      – Working papers
    • Competitor Strategy                     – Win strategy papers
                                              – Final draft of complete
      (Black Hat Thinking)                      proposal
          – Opportunity information        • Business Case (Gold Team)
          – Competitor information            – Internal approval forms
    • Proposal Strategy or                 • Lessons Learned
      Storyboard (Pink Team)                 (White Team)
          – Proposal Outline and/or           – Internal feedback
            Storyboards                       – Customer feedback
Pursuit Decision   Prelim. Bid
Information Required for Reviews
    • Win Strategy (Blue Team)                  • Final Document (Red Team)
          – Completed Sales, Opportunity           – Copy of customer request for
            and Capture Plans                        proposal
          – Draft Proposal Delivery Plan           – Working papers
    • Competitor Strategy                          – Win strategy papers
                                                   – Final draft of complete
      (Black Hat Thinking)                           proposal
          – Opportunity information             • Business Case (Gold Team)
          – Competitor information                 – Internal approval forms
    • Proposal Strategy or                      • Lessons Learned
      Storyboard (Pink Team)                      (White Team)
          – Proposal Outline and/or                – Internal feedback
            Storyboards                            – Customer feedback
Pursuit Decision   Prelim. Bid   BID Decision
Information Required for Reviews
    • Win Strategy (Blue Team)                     • Final Document (Red Team)
          – Completed Sales,                             – Copy of customer request for
            Opportunity and Capture                        proposal
            Plans                                        – Working papers
          – Draft Proposal Delivery Plan                 – Win strategy papers
                                                         – Final draft of complete
    • Competitor Strategy                                  proposal
      (Black Hat Thinking)                         • Business Case (Gold Team)
          – Opportunity information                      – Internal approval forms
          – Competitor information                 • Lessons Learned
    • Proposal Strategy or                           (White Team)
      Storyboard (Pink Team)                             – Internal feedback
          – Proposal Outline and/or                      – Customer feedback
            Storyboards

Pursuit Decision   Prelim. Bid   BID Decision   Submit Offer
Information Required for Reviews
    • Win Strategy (Blue Team)                     • Final Document (Red Team)
          – Completed Sales, Opportunity                 – Copy of customer request for
            and Capture Plans                              proposal
          – Draft Proposal Delivery Plan                 – Working papers
    • Competitor Strategy                                – Win strategy papers
                                                         – Final draft of complete
      (Black Hat Thinking)                                 proposal
          – Opportunity information                • Business Case (Gold Team)
          – Competitor information                       – Internal approval forms
    • Proposal Strategy or                         • Lessons Learned
      Storyboard (Pink Team)                         (White Team)
          – Proposal Outline and/or                      – Internal feedback
            Storyboards                                  – Customer feedback
Pursuit Decision   Prelim. Bid   BID Decision   Submit Offer   Approve Deal
Information Required for Reviews
    • Win Strategy (Blue Team)                     • Final Document (Red Team)
          – Completed Sales, Opportunity                 – Copy of customer request for
            and Capture Plans                              proposal
          – Draft Proposal Delivery Plan                 – Working papers
    • Competitor Strategy                                – Win strategy papers
                                                         – Final draft of complete
      (Black Hat Thinking)                                 proposal
          – Opportunity information                • Business Case (Gold Team)
          – Competitor information                       – Internal approval forms
    • Proposal Strategy or                         • Lessons Learned
      Storyboard (Pink Team)                         (White Team)
          – Proposal Outline and/or                      – Internal feedback
            Storyboards                                  – Customer feedback
Pursuit Decision   Prelim. Bid   BID Decision   Submit Offer   Approve Deal   Close
Guidance for Managing Reviews




                        Proposal Guide   222
Quick Quiz Question:
Which is NOT an attribute of a good process?

a. Aligns with the prospect’s buying cycle

b. Having different processes for different prospects

c. Scalable

d. Uses document reviews at each milestone


          Please select your answer in the Polling panel.
How did you do?
A good process should be:
                                                What would NOT be a good
                                                attribute of a good process, is
• scalable – size and type
                                                something that means EVERY
• flexible – size and type
                                                different type of bid should handled
• repeatable – size and type
                                                differently.
• documented


A good process should have:

• an owner
• training available to inform, support and re-enforce
• document based reviews - to control and add value
• Milestones - with verifiable inputs and outputs
Quick Quiz Question: What is the decision
made after Opportunity Assessment
a. The Pursuit Decision

b. Decision to Submit the Proposal

c. Validated Bid Decision

d. Acquire Vendor

         Please select your answer in the Polling panel.
Let’s see how we answered

a. The Pursuit Decision is made after reviewing the opportunity assessment.

b. The Decision to Submit the Proposal is made as a result of the business approval or
   Gold Team review.

c. The Validated Bid Decision is made at the end of the Proposal Planning process.

d. The decision to Acquire a Vendor is not part of the Proposal Process.




Syllabus Requirement
Preparing for the eTorial
Instructions for Process Management
Exercise:
• Review the Process topic in the Proposal Guide,
  P187-193
• Refer to the ManCo case study and Figure 2 on
  Page 189 of the Proposal Guide. Where are ManCo
  in their buying process?
• If you were bidding products to ManCo what bid
  activities would you be engaged in?
• Place your work in the Class Space.

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APMP Foundation: Proposal Process Management

  • 1. APMP® Accreditation Programme Choosing the Right Opportunities Session 2: Proposal Process Management © APMP 2005 and Bid to Win Ltd 2010 Version: 0v9
  • 2. Proposal Process Management Choosing the right opportunities Establishing Requirements Developing Strategy Opportunity Qualification Proposal Process Management Review Management Managing Time, Cost and Planning the Proposal Phase Communicating your Plan Quality Learning from Experience Understanding the key elements of a good proposal development process Syllabus Requirement
  • 3. Learning objectives for Proposal Process Management: To recognise the key elements of a good proposal development process To develop an understanding of the essential reviews Proposal Guide 187 Syllabus Requirement
  • 4. Key Elements of a Good Proposal Development Process A good process should be: • Scalable – size and type • Flexible – size and type • Repeatable – size and type • Documented A good process should have • an owner • training available to inform, support and re-enforce • document based reviews - to control and add value • Milestones - with verifiable inputs and outputs
  • 5. The process should be documented... Opportunity Capture Proposal Proposal Post Handover Assessment Planning Planning Preparation Submittal Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Proposal Guide 189 5
  • 6. The process should have an owner ...and clear process steps Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation Submittal Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Direct Strategic Direction and Bid Decisions Qualify Manage Deliver Proposal Guide 189 6
  • 7. The process should have an owner ...and clear process steps Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation Submittal Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Direct Strategic Direction and Bid Decisions Qualify Develop Develop Develop Present & Learn Strategy Solution Proposal Negotiate Lessons Manage Proposal Management and Reviews Deliver Proposal Guide 189 7
  • 8. The process should have an owner ...and clear process steps Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation Submittal Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Direct Strategic Direction and Bid Decisions Qualify Develop Develop Develop Present & Learn Strategy Solution Proposal Negotiate Lessons Manage Proposal Management and Reviews Deliver Create Proposal Content Proposal Guide 189 8
  • 9. It should be based on documented reviews and decisions Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation Submittal Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Direct Strategic Direction and Bid Decisions Qualify Develop Develop Develop Present & Learn Strategy Solution Proposal Negotiate Lessons Manage Proposal Management and Reviews Deliver Create Proposal Content Outputs/Products/Results Pursuit Program Capture Plan Proposal Plan Storyboards Closure Plan Recommendation Transition Plan Opportunity / Sales Presentation Writers Packages Red Team Draft Oral Presentation Lead Description Bid Draft Executive Business Case Final Offer Recommendation Summary Final Proposal Lessons Learned Proposal Guide 189 9
  • 10. The process should be scalable... Pursuit Decision Preliminary Bid. BID Decision Submit Bid Approve Deal Close Opportunity Proposal Proposal Capture Win Case Handover Assessment Planning Preparation Business Win /Loss Size Develop Submit Offer as Usual Handover & Task Proposal & Win Case Close Small Bids Typical Bids Large Bids Outputs Submitted Proposal Negotiated Contract
  • 11. The process should be flexible ... Pursuit Decision Preliminary Bid. BID Decision Submit Bid Approve Deal Close Opportunity Proposal Proposal Capture Win Case Handover Assessment Planning Preparation Business Win /Loss Size Develop Submit Offer as Usual Handover & Task Proposal & Win Case Close Win /Loss Initiation Develop Submit Offer Small Bids Handover & & Planning Proposal & Win Case Close Typical Bids Large Bids Outputs Outline Business Win Strategy / Submitted Lessons Learned Case Project Approach Proposal Initial Solution & Negotiated Project Brief Contract Price to Win
  • 12. … repeatable by size and type Pursuit Decision Preliminary Bid. BID Decision Submit Bid Approve Deal Close Opportunity Proposal Proposal Capture Win Case Handover Assessment Planning Preparation Business Win /Loss Size Develop Submit Offer as Usual Handover & Task Proposal & Win Case Close Win /Loss Initiation Develop Submit Offer Small Bids Handover & & Planning Proposal & Win Case Close Win /Loss Develop Sub- Win Typical Bids Initiation Planning mit Case Handover & Proposal Close Large Bids Outputs Outline Business Win Strategy / Proposal Detailed Business Submitted Lessons Learned Case Project Approach Strategy Case Proposal Initial Solution & Proposal Stage Proposal Final Negotiated Project Brief Plan Draft Contract Price to Win
  • 13. ... adjustable to time available Pursuit Decision Preliminary Bid. BID Decision Submit Bid Approve Deal Close Opportunity Proposal Proposal Capture Win Case Handover Assessment Planning Preparation Business Win /Loss Size Develop Submit Offer as Usual Handover & Task Proposal & Win Case Close Win /Loss Initiation Develop Submit Offer Small Bids Handover & & Planning Proposal & Win Case Close Win /Loss Initiation & Develop Develop Sub- Win Typical Bids mit Case Handover & Planning Solution Proposal Close Large Win /Loss Develop Develop BAFO Sub- sent Pre- mit Bids Initiation Planning Handover & Solution Proposal Close Outputs Outline Business Win Strategy / Proposal Detailed Business Submitted Lessons Learned Case Project Approach Strategy Case Proposal Initial Solution & Proposal Stage Proposal Final Negotiated Benefits Project Brief Plan Draft Contract Realisation Plan Price to Win
  • 14. So Remember: Key Elements of a Good Proposal Development Process A good process should be: • Scalable – size and type • Flexible – size and type • Repeatable – size and type • Documented A good process should have • an owner • training available to inform, support and re-enforce • document based reviews - to control and add value • Milestones - with verifiable inputs and outputs
  • 15. Learning objectives for the Review Management topic understand common proposal reviews assemble appropriate information for reviews manage time to allow reviews and proposal amendment Choosing the right opportunities Syllabus Requirement
  • 16. Proposal Process Reviews Blue Team Win Strategy Black Team Competitive Review Pink Team Storyboard Review Red Team Final Proposal Review Gold Team Business Review / Approval White Team Lessons Learned 16
  • 17. Common Proposal Reviews Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation Submittal Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Proposal Timeline Proposal Guide 222
  • 18. Common Proposal Reviews Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation Submittal Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Proposal Timeline Win Strategy Blue Team Proposal Guide 222
  • 19. Common Proposal Reviews Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation Submittal Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Proposal Timeline Win Strategy Blue Team Competitor Strategy Black Hat Proposal Guide 222
  • 20. Common Proposal Reviews Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation Submittal Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Proposal Timeline Win Proposal Strategy Strategy or Storyboard Blue Team Pink Team Competitor Strategy Black Hat Proposal Guide 222
  • 21. Common Proposal Reviews Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation Submittal Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Proposal Timeline Win Proposal Strategy Final Strategy or Storyboard Document Blue Team Pink Team Red Team Competitor Strategy Black Hat Proposal Guide 222
  • 22. Common Proposal Reviews Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation Submittal Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Proposal Timeline Win Proposal Strategy Final Strategy or Storyboard Document Blue Team Pink Team Red Team Competitor Business Strategy Case Black Hat Gold Team Proposal Guide 222
  • 23. Common Proposal Reviews Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation Submittal Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Proposal Timeline Win Proposal Strategy Final Lessons Strategy or Storyboard Document Learnt Blue Team Pink Team Red Team White Team Competitor Business Strategy Case Black Hat Gold Team Proposal Guide 222
  • 24. Information Required for Reviews • Win Strategy (Blue Team) • Final Document (Red Team) – Completed Sales, Opportunity – Copy of customer request for and Capture Plans proposal – Draft Proposal Delivery Plan – Working papers • Competitor Strategy – Win strategy papers – Final draft of complete (Black Hat Thinking) proposal – Opportunity information • Business Case (Gold Team) – Competitor information – Internal approval forms • Proposal Strategy or • Lessons Learned Storyboard (Pink Team) (White Team) – Proposal Outline and/or – Internal feedback Storyboards – Customer feedback Pursuit Decision
  • 25. Information Required for Reviews • Win Strategy (Blue Team) • Final Document (Red Team) – Completed Sales, Opportunity – Copy of customer request for and Capture Plans proposal – Draft Proposal Delivery Plan – Working papers • Competitor Strategy – Win strategy papers – Final draft of complete (Black Hat Thinking) proposal – Opportunity information • Business Case (Gold Team) – Competitor information – Internal approval forms • Proposal Strategy or • Lessons Learned Storyboard (Pink Team) (White Team) – Proposal Outline and/or – Internal feedback Storyboards – Customer feedback Pursuit Decision Prelim. Bid
  • 26. Information Required for Reviews • Win Strategy (Blue Team) • Final Document (Red Team) – Completed Sales, Opportunity – Copy of customer request for and Capture Plans proposal – Draft Proposal Delivery Plan – Working papers • Competitor Strategy – Win strategy papers – Final draft of complete (Black Hat Thinking) proposal – Opportunity information • Business Case (Gold Team) – Competitor information – Internal approval forms • Proposal Strategy or • Lessons Learned Storyboard (Pink Team) (White Team) – Proposal Outline and/or – Internal feedback Storyboards – Customer feedback Pursuit Decision Prelim. Bid BID Decision
  • 27. Information Required for Reviews • Win Strategy (Blue Team) • Final Document (Red Team) – Completed Sales, – Copy of customer request for Opportunity and Capture proposal Plans – Working papers – Draft Proposal Delivery Plan – Win strategy papers – Final draft of complete • Competitor Strategy proposal (Black Hat Thinking) • Business Case (Gold Team) – Opportunity information – Internal approval forms – Competitor information • Lessons Learned • Proposal Strategy or (White Team) Storyboard (Pink Team) – Internal feedback – Proposal Outline and/or – Customer feedback Storyboards Pursuit Decision Prelim. Bid BID Decision Submit Offer
  • 28. Information Required for Reviews • Win Strategy (Blue Team) • Final Document (Red Team) – Completed Sales, Opportunity – Copy of customer request for and Capture Plans proposal – Draft Proposal Delivery Plan – Working papers • Competitor Strategy – Win strategy papers – Final draft of complete (Black Hat Thinking) proposal – Opportunity information • Business Case (Gold Team) – Competitor information – Internal approval forms • Proposal Strategy or • Lessons Learned Storyboard (Pink Team) (White Team) – Proposal Outline and/or – Internal feedback Storyboards – Customer feedback Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal
  • 29. Information Required for Reviews • Win Strategy (Blue Team) • Final Document (Red Team) – Completed Sales, Opportunity – Copy of customer request for and Capture Plans proposal – Draft Proposal Delivery Plan – Working papers • Competitor Strategy – Win strategy papers – Final draft of complete (Black Hat Thinking) proposal – Opportunity information • Business Case (Gold Team) – Competitor information – Internal approval forms • Proposal Strategy or • Lessons Learned Storyboard (Pink Team) (White Team) – Proposal Outline and/or – Internal feedback Storyboards – Customer feedback Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
  • 30. Guidance for Managing Reviews Proposal Guide 222
  • 31. Quick Quiz Question: Which is NOT an attribute of a good process? a. Aligns with the prospect’s buying cycle b. Having different processes for different prospects c. Scalable d. Uses document reviews at each milestone Please select your answer in the Polling panel.
  • 32. How did you do? A good process should be: What would NOT be a good attribute of a good process, is • scalable – size and type something that means EVERY • flexible – size and type different type of bid should handled • repeatable – size and type differently. • documented A good process should have: • an owner • training available to inform, support and re-enforce • document based reviews - to control and add value • Milestones - with verifiable inputs and outputs
  • 33. Quick Quiz Question: What is the decision made after Opportunity Assessment a. The Pursuit Decision b. Decision to Submit the Proposal c. Validated Bid Decision d. Acquire Vendor Please select your answer in the Polling panel.
  • 34. Let’s see how we answered a. The Pursuit Decision is made after reviewing the opportunity assessment. b. The Decision to Submit the Proposal is made as a result of the business approval or Gold Team review. c. The Validated Bid Decision is made at the end of the Proposal Planning process. d. The decision to Acquire a Vendor is not part of the Proposal Process. Syllabus Requirement
  • 35. Preparing for the eTorial Instructions for Process Management Exercise: • Review the Process topic in the Proposal Guide, P187-193 • Refer to the ManCo case study and Figure 2 on Page 189 of the Proposal Guide. Where are ManCo in their buying process? • If you were bidding products to ManCo what bid activities would you be engaged in? • Place your work in the Class Space.

Notes de l'éditeur

  1. Welcome to the second in the series of the APMP Foundation Training webinars.My name is XXX With me is YYYAfter this webinar you should be able to:Recognise the key elements of a good proposal development processDemonstrate an understanding of the essential reviewsAfter this session there will be an e-torial where you can apply the learning points above.
  2. Every Bid Management organisation requires a process at its core.Consider the process used in your organisation?MPM 01 Candidates should understand the key elements of a good proposal development process. MRM 01 Candidates should understand common proposal reviews MRM 02 Candidates should be able to assemble appropriate information for reviews. MRM 05 Candidates should be able to manage time to allow reviews and proposal amendment
  3. These are the topics we’re going to cover in this module:The APMP requires that Foundation candidates can demonstrate an understanding of the key elements of a good proposal process and of the reviews that support it.This is a Syllabus Requirement that will be tested in the exam.The topic is covered in some depth in the Proposal Guide.
  4. A good sales processes will match the customer buying processIdentifying needsEstablishing RequirementsEvaluating OptionsResolving IssuesGaining CommitmentWhat’spresented here is a process lifecycle or phase model that helps do that.We’ll make the assumption for this picture that the market segmentation and positioning has been done. If you wanted to include them in the process model they would be in an additional phase to the left of this drawingThe key decision and milestones are shown underneath the phases: Pursue, Preliminary Bid Decision, Bid Decision, Submit and Approve.
  5. Now lets look at the activities that go with the phases. We can split the activities into Directing, Managing and Delivering. Directing is where the big decisions are made. Do we continue? Are we going to bid? Is it still good business? Do we sign the contract?Managing is organising and controlling the bid work. This is your domain as bid and proposal managers.Delivering is executing or making it happen. This is where your team members, support staff and subject matter experts come inSo in this model the first Direction activity at the Direction level , which is done jointly with the Bid Manager and Sales, is to Qualify the opportunity In or Out.If it’s IN then the continuing Direction activity is to provide strategic direction and support to the bid team, intervening only at defined points and generally “managing by exception”
  6. At the manage level are all the activities on which you will be tested as part of the accreditation process.
  7. And delivery level activities are about producing proposal content and the detailed materials like compliance statements, system configurations, bills of material etc that are required to complete the proposal.Of course, on a small team, a lot of these deliver activities will be done by members of the core bid team. One rarely gets just to manage in this world.
  8. The outputs from each proposal process phase are shown in the lower part of the diagram.Defining what products are required in your process and providing templates for required information are usually part of the overall process documentation for a typical organisation.
  9. A good process is scalable. Here’s an example of how a Business Development process could be scaled.In the picture we shall work with four types or sizes or bid.Business as usualSmall bidsTypical bidsLarge bidsThe size may be determined by factors such as timescale, monetary value, complexity and visibility or a combination of these.As we work from small to large you’ll notice increasing amounts or governance, management effort and output from the process.
  10. A good process is scalable. Here’s an example of how a Business Development process could be scaled.In the picture we shall work with four types or sizes or bid.Business as usualSmall bidsTypical bidsLarge bidsThe size may be determined by factors such as timescale, monetary value, complexity and visibility or a combination of these.As we work from small to large you’ll notice increasing amounts or governance, management effort and output from the process.
  11. A good process is scalable. Here’s an example of how a Business Development process could be scaled.In the picture we shall work with four types or sizes or bid.Business as usualSmall bidsTypical bidsLarge bidsThe size may be determined by factors such as timescale, monetary value, complexity and visibility or a combination of these.As we work from small to large you’ll notice increasing amounts or governance, management effort and output from the process.
  12. A good process is scalable. Here’s an example of how a Business Development process could be scaled.In the picture we shall work with four types or sizes or bid.Business as usualSmall bidsTypical bidsLarge bidsThe size may be determined by factors such as timescale, monetary value, complexity and visibility or a combination of these.As we work from small to large you’ll notice increasing amounts or governance, management effort and output from the process.
  13. Here are some common reviews and their conventional ‘colour team’ names that you may hear in some organisations.In APMP terminology we prefer to use the right hand column definitions rather than the proprietary colour team names.Revise the Process and Reviews topics so that you understand their purpose and sequence in a typical process.
  14. Here’s some implementation guidance to help you implement reviews in your own organisation.Remember especially to apply the findings of Lessons Learned reviews to apply past lessons and identify necessary process improvements.
  15. See page 197 Answer b
  16. The answer is of course BThis is typical Negatively worded question in a style that is often used in the examination.So you should eliminate the things that ARE attributes of good processes and the answer is what’s left.Having different processes for different prospects would mean that every bid would be different and no-one would know what process they were meant to be using.Of course we will need to be COMPLIANT with the Prospect’s acquisition rules and process but we should design our internal system to be flexible and adaptable.
  17. Another question this time about Bid DecisionsAnswer a
  18. If you answered A then you got it RIGHTThe Pursuit Decision is the earliest in the process and is an output of Opportunity AssessmentThe Proposal Submission and Validated Bid decisions come later in the proposal lifecycle.Acquire Vendor is part of the Customer’s process.
  19. In the eTorial we will Discuss your analysis and provide an opportunity for you to share your conclusions.We’re going to do something like prepare a checklist for the reviews. The attendees must go to the forum and decide which review they are going to prepare for. We’ll discuss what has been prepared in the eTorial.