APMP Foundation Certification Training - Qualifying the right opportunity

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The starting point for a proposal process is knowing that you are following the right opportunity. APMP has defined a proven way for qualifying the right opportunity. This webinar covers the APMP best practices for Opportunity Qualification and the key competency areas for qualifying the APMP Foundation Certification. For more details join the APMP Foundation Certification Study Group on Linkedin

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APMP Foundation Certification Training - Qualifying the right opportunity

  1. 1. APMP Foundation Certification Session 1 - Qualifying the right opportunity Abhijit Majumdar CF.APMP
  2. 2. Session Coverage ! • Understanding the BD Lifecycle • Pursuit Decision • Capture Planning • Bid Decision • Bid Decision Tools • Sample Questions • Assignments
  3. 3. Business Development Lifecycle • Phase 0 and 1 : Market development and Long-Term Positioning • Phase 2 : Opportunity Assessment • Phase 3 : Capture Planning • Phase 4 : Proposal Planning • Phase 5 : Proposal Preparation
  4. 4. BD and Proposal Phase Relationship Commercial Customer Government Customer Process Phase Decision Gate Reviews Operate Assess Needs Value Solutions Resolve Issues Implement Identify Need Define Requirements Draft RFP Final RFP Receive Proposals Present Orals Award Phase 0 : Market Segmentation Phase 1 : Long Term Positioning Phase 2 : Opportunity Assessment Phase 3 : Capture Planning Phase 4 : Proposal Planning Phase 5 : Proposal Development Phase 6 : Post Submittal Activities Interest Decision Pursuit Decision Preliminary Bid Decision Bid Decision Validation Proposal Submittal Color Team Reviews Blue Team Black Hat Team Pink Team Red Team Gold Team White Team
  5. 5. Pursuit Decision • Lead Verification • Alignment with strategic direction • Capability Mapping • Readiness to move to Capture Phase 1 Similar product/ Similar market Strong Know product, market and customer. Focus on competition. 2 Similar product/ New market Caution Learn the market, Establish your company in the market before focussing on the competition. 3 New product/ Similar market Caution Make sure you have a product to meet the need of your customer base then focus on the competition. 4 New product/ New market Weak/ Success Unlikely Drop. If you pursue, it will require detailed plan and far more resources than leads in 1,2, and 3. Sector Match Pursuit Indication Probable Action
  6. 6. Capture Planning • Implement a capture planning discipline • Use a defined structure for capture plans • Keep the process dynamic, flexible, interactive and current • Maintain balance between planning and execution • Complete the Integrated Solution Worksheet and the Bidder Comparison Matrix • Gain and maintain senior management approval and support • Commit the right people to the capture team • Assign specific measurable objectives, schedules and completion dates • Establish regular reviews • Use capture plan to jump-start the proposal planning process Key Deliverables ! Integrated Solution Worksheet ! Bidders Comparison Matrix
  7. 7. Bid Decision • Use the pursuit decision to verify the leads • Use the bid decision to verify that you are positioned to win before committing to an expensive proposal effort ! • Use the bid validation decision to ensure “show stoppers” are addressed ! • Establish clear inputs, outputs, and responsibilities for each decision milestone ! • Make all bid decisions promptly ! • Tailor the process to your organisation and the value of the opportunity
  8. 8. Bid Decision making tools • Lead compatibility grid • Bid decision tree • Lead qualification checklist • Opportunity assessment score card
  9. 9. 1. When should the capture planning process start? A. Before the RFP is released B. After the pursuit decision C. After the RFP is issued D. After the management approves the opportunity ! 2. Which of the following would NOT be a core member of your proposal management team: A.Pricing Manager B.Capture Manager C.Proposal Manager D.Volume Manager ! 3. Which of the following is correct? A. A capture plan does not need to be written if the customer is well known to us B. Capture plans and account plans are the same C.A capture plan should be written once and signed off D.A capture plan is opportunity specific ! 4. In which of these situations are you most likely to NO BID? A. New product / similar market B. Similar product / new market C.New product / new market D.Similar product / similar market ! 5. Which is correct? A. The pursuit decision comes before the preliminary bid decision B. The core team should be assigned before the pursuit decision C.Freezing the design should come before the kickoff meeting D.The value proposition should first be put to the customer during the proposal preparation stage Sample Questions
  10. 10. Assignment Try to complete the following assignments for any lead/ opportunity pertinent to your organisation. ! 1. Gather all information needed to substantiate that the opportunity is real and in strategic interest of your organisation. 2. Analyse the gathered information to make a pursuit decision. 3. Prepare a capture plan for the opportunity. 4. Analyse the final RFP from the customer to collect necessary information to make an opportunity assessment. 5. Perform an Opportunity Assessment by using a Bid/No-Bid score card. ! ! !
  11. 11. Team Discussions Q & A
  12. 12. Thank You Next Session: Proposal Planning

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