PROPOSAL SHOPPE
Strategic Vision
Created by DonnaInk Publications

Proposal Shoppe
Change Management
• To provide an effective Proposal
Shoppe a customized methodology is
required
• A communication strategy aids an
effective methodology
• There may be training requirements
• Implementation management and
effective planning are essential
components of effective change
management
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

Proposal Shoppe
Change Management, #2
• Organizational change happens as
growth occurs
• Corporate capabilities need to map to
organizational strategy
• Portfolio and program management
functionality provide a flexible
approach that adapts to
organizational needs
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

Proposal Shoppe
Change Management, #3
• Most organizations use a structured
approach insuring projects are
established in a controlled manner
• Deciding what projects to approach,
and when, is integral to success-driven
change management and proposal
team oversight
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

Proposal Shoppe
Change Management, #4
• High level change can be overlooked
using a structured approach
• A portfolio / program approach
addresses organizational gaps
• Risk can be mitigated through
milestone phases thereby achieving a
success-driven Proposal Shoppe
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

Proposal Shoppe
Change Management, #5
• A 30-, 60-, 90-day portfolio / program
approach effectively sets milestones
with achievement baselines
• Noting achievements as they occur
provides performance measures that
mitigate potential risk and provides
real-time development criteria
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

First 30 days
• Assess the office culture
– Learn who the team members are and
what their roles are
– Meet with team members
• Evaluate strengths / weaknesses
• Learn who developed proposals formerly and
ask their ideas for the Proposal Shoppe
– Ask to be included in business
development and management
meetings
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

First 30 days
• Perform proposal repository / inventory
analysis
– Review current proposal materials
– Review current business development
materials
– Review current proposal and business
development activities
– Review current and past proposals –
analyze Wins over No Wins
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

First 30 days
• Define Proposal Shoppe expectations
• Review existing pipeline
• Arrange an anticipated release
calendar
• Arrange 1 month, 3 month, and 6
month milestone calendars of Proposal
Shoppe goals and the projected
pipeline
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

First 60 days
• Get to know the “big picture”
• Get to know the “corporate culture”
– Prepare “What a Proposal Shoppe Can
Do for Client” presentation for
teammates
– Begin participating in bi-weekly proposal /
business development meetings (if not
already ongoing – begin holding them)
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

First 60 days
• Create a Proposal Shoppe Plan
– Outline a Proposal Shoppe Plan
– Get buy-in from teammates and include
their input
– Determine projected goals for 3 months, 6
months, 1 year, 2 years, etc.
– Review any previous Proposal Plans and
include relevant information
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

First 60 days
• Review existing tools, methods,
frameworks
• Perform analysis of existing products
verses cutting-edge products
• Determine viability of tools, methods,
frameworks and how to leverage them
for future use
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

First 60 days
• Review list of teammates and
subcontractors
• Review all collateral materials and
routine subcontractors
• Review existing plans (staffing, risk,
conflict of interest, quality control, etc.)
• Set a timeline with milestones for
updating existing plans
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

First 60 days
• Contact field office personnel (subject
matter experts [SMEs])
– Arrange to meet with SMEs / field
personnel either in person or over the
phone
– Ask for their input on how to improve the
Proposal Shoppe process
– Learn the difference between “in the
field” and “in the office” cultures
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

First 60 days
• Review competitor’s collateral
• Perform competitive analysis
• Prepare Proposal Shoppe Themes /
Strategies
– Using competitive analysis determine what will
leverage at the top
– Determine what collateral and methodologies
will aid
– Set up a time line of collateral and methodology
completion
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

First 90 days
• Review milestones and
accomplishments
• Prepare Proposal Team Management
Meeting
• Prepare Business Development
Management Meeting that overviews
baseline developments and maps to a
6 month, 1 year, 2 year, etc. vision
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

First 90 days
• Project Proposal Shoppe goals and
objectives
• Project future staffing requirements to
reach 1 year, 2 year, 3 and 5 year
goals
• Project volume / dollar values for 1
year, 2 year, 3 and 5 year goals
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

First 90 days
• Create Proposal Shoppe organizational chart
• Create project staffing configuration
– Proposal Director
– Business Development Liaison – Capture Planner
Buy-in
– Proposal Coordinator
– Proposal Pricing Coordinator or Comptroller Buy-in
– Proposal / Technical Editor / Writer
– Graphics / Website Coordinator
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

First 90 days
• Determine the portfolio and program
approaches to proceed with
• Use of SharePoint for Proposal Shoppe
Configuration
• Incorporation of Six Sigma, CMMI, ISO
9001:2000 Quality Management
• Determine Proposal Shoppe process
flow, incorporate Shipley’s Model with
management paradigms - TBD
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

First 90 days
• Create a 6 month, 1 and 3 year
Proposal Shoppe Plan
• Create and disseminate the Proposal
Shoppe Process Guideline
• Create the Proposal Shoppe stylus
(Chicago style, templates, etc.)
• Create Proposal Shoppe collateral
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

First 90 days
• Create an analysis of past 90 days
• Disseminate analysis to team with
kudos for achievements
• Develop lessons-learned and rework
goals and objectives
• Provide baseline statistics to Senior
Management
• Project forward
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

Adjunctive Work
• After a thorough review of collateral
conduct a market presence analysis to
determine the following:
– Potential White Papers
– Press Release Requirements
– Potential Magazine Articles of Key Players
– Website to Collateral Advantages /
Disadvantages forward information
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

Adjunctive Work
• Projected initiatives that exceed the
competition:
– Potential green initiative
– Review of Congressional Mandates and pre-
emptive delivery through corporate buy-in
• Bonuses / Incentives, how to best benefit the
“team” including business developers
– Provide Senior Management with incent criterion
for them to make an informed decision
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

Value Adds
• Monthly or bimonthly luncheons
• Return on investment (ROI) to teammates:
– Achievement Awards
– Tickets to concerts / etc.
– Earn a “you” day
– Spa treatments
– Sporting event tickets
• Gain corporate buy-in for rewards / incents to
Proposal Shoppe / Business Development
Teammates
– Kudos for job well done
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

Continuous
Reassessments
• Effective Proposal Shoppe
Management involves:
– Continuously evolving practices
– Setting goals for technical
communication updates, don’t allow
stagnation to occur
– Happy team participants = quality end
products
– Reward and acknowledge achievement!
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com

Contact Us for Your Next
Proposal Effort
• DonnaInk Publications (DP):
– +01.703.270.9440 (inVirtual Office)
– +01.571.839.6995 (mobile)
– info@donnaink.com
5120 Chowan Avenue
Alexandria, VA 22312
5120 Chowan Avenue www.donnaink.com
Alexandria, VA 22312 info@donnaink.com