Your SlideShare is downloading. ×
0
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

How to increase your companys win rate in 7 steps help desk institute 5.16.12pptx

940

Published on

How to increase your companys win rate in 7 steps help desk institute

How to increase your companys win rate in 7 steps help desk institute

Published in: Business, Technology
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
940
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
53
Comments
0
Likes
1
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. 7 Steps for Creating HighPerforming ProposalOrganizationsHDI Capital Area Local ChapterMay 16, 2012Bob Lohfeld, Lohfeld Consulting Groupwww.LohfeldConsulting.com
  • 2. Focus on 7 Proven Steps to— PROPOSAL Write Better Proposals Win More Business Advance in Your Career2 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 3. 7 Keys to Winning in Team Sports (and Government Procurements)Every Good Coach will Tell You: 1 Recruit Great Athletes Get the Right People on the Team 3 Use the Right Tools Enhance Your Level of Play with the Right Tools 2 Have a Solid Game Plan Use the Right Techniques3 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 4. 7 Keys to Winning in Team Sports (and Government Procurements)Every Good Coach will Tell You: 6 Avoid Steals 4 Focus on Coaching Every Proposal is Call the Right Plays Compliant, Responsive, and Compelling 5 Focus on Your Strategy 7 Enjoy the Game Build a Winning Solution Have Fun at What You Do4 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 5. Step 1: Get the Right People 1 Build Your Core Team Like a professional soccer team, you start by drafting the right athletes  Aptitude: excellent organizational and writing skills  Domain expertise  Experience  Avoid unapplied labor (slugs) Augment Core Team with Special Players  Consultants used for surge and special skills  Major companies use a 70/30 rule5 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 6. Step 1: Get the Right People (Cont.) 1 What to Look for in Consultants  Professional expertise: real consultants vs. migratory labor  Recognized accomplishment: more than a business card, peer recognition as among the best  Commitment to the profession: APMP certifications What to Avoid  ―Accidental Proposal Consultant‖ who will do ―anything for money‖ (AFM) between full-time jobs6 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 7. Step 1: Get the Right People (Cont.) 1 Train Your Team  Professional Development Training: raise their level of understanding and competitiveness (do you have a training program/plan with courses identified?)  Skills training: train like you play/fight/fly; train using your process and tools Do You Have a Team That Can Win?  Proposals are an intellectual competition. Look at your market (SB, mid, large) and ask, ―Are we smarter, better trained, and more agile than our competition?‖  Look for the best and brightest who can work under tight deadlines (reliable); can handle long hours under stressful situations (durable); and are smart, creative and driven to be successful (talented)  The objective is not to produce a proposal, it is to create the winning proposal7 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 8. Step 2: Use the Right Process 2 Establish a Business Acquisition Framework That Covers 5 Stages: Business Capture Pre-proposal Proposal Post-submittal Development Management Preparation Development8 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 9. Step 2: Use the Right Process (Cont.) 2 Work Toward Building a Mature Business Acquisition Process (for Major Competitions and Task Order Responses)  Defined: written and available process (framework) and instructional materials (procedures)  Repeatable: the process has survived multiple acquisitions  Managed: use the process to manage the pursuits and don’t manage around the process  Measured: track not only your wins and losses, but also how well you carried out the process  Optimized: based on results and statistical analysis, work to continually improve processes9 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 10. Step 2: Use the Right Process (Cont.) 2 A Mature Process Will— Increase efficiency Reduce costs Increase win (everyone knows what to (reuse artifacts) probability do and how to do it) Do You Have a Winning Process, or is Every Pursuit a New Adventure? (Reminds Me of the Movie 50 First Dates) Percentage of companies Percentage of companies we interview who admit to that actually do anything having inadequate about it processes10 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 11. Step 3: Use the Right Tools 3 Define Your Overall Business Acquisition (BA) Lifecycle and Then Select and Use the Best Tools for Each Phase of the BA Lifecycle (Not The Other Way Around) BD pipeline management tools include:  Excel spreadsheet  Deltek CRM (server or cloud)  SalesForce.com (cloud)  Microsoft Dynamic CRM (server or cloud) Capture Management tools:  Capture Command Center (Lohfeld’s SharePoint-based framework for managing capture and proposal activities)  Deltek GovWin (task order management)11 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 12. Step 3: Use the Right Tools (Cont.) 3 Proposal Management Tools  SharePoint (Microsoft)  Privia (SpringCM)  Virtual Proposal Center (Intravation)  SalesEdge (Sant)  Custom development Establish an Enterprise Repository with Appropriate Levels of Security to Archive Artifacts and Get Them off Your PC  SharePoint (server or cloud)  Oracle  Siebel  SAP12 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 13. Step 3: Use the Right Tools (Cont.) 3 Establish 5 Special-purpose Capture and Proposal Productivity Tools  Résumé database  Past performance database (not the same as a contracts file)  Reusable graphics library  Pre-written proposal content  On-line archive of past proposals Personal Proposal Productivity Tools (Microsoft-centric)  Office 2010 and Windows 7, but keep other versions available for government electronic submissions  SharePoint 2010  Adobe Creative Suite  Adobe Acrobat Pro  See Beth Wingate’s list of tools on our website13 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 14. Step 4: Call the Right Plays 4 Make the Right Management Decisions  Choose the battles you are going to win and invest appropriately  Stand down on those you are unlikely to win Make the Pursuit and Bid/No-bid Decisions  Use a scorecard to evaluate bid opportunities  Use a ―portfolio approach‖ to include some lower investment, higher payoff, lower win probability bids to maximize your likelihood of achieving your revenue goals  Build your ―A list‖ of programs that you plan to bid and a ―B list‖ of backup programs to bid if an ―A list‖ program is delayed (always have a backup plan to make your revenue number) Measure Your Pursuit Progress and Don’t be Afraid to Shut Down a Pursuit if You are Not Making Real Progress (See Color Mosaic on Next Slide) Get a Running Start on Your Proposal • Start proposal planning & development in anticipation of RFP release, not after the RFP is out Manage Your Workload to Avoid Burnout14 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 15. Step 4: Call the Right Plays (Cont.) 4Pursuit Decision Scorecard Color code: Blue (excellent), Green (good, but could be better), Yellow (poor and needs much work), and Red (we don’t know how to begin) QUALITATIVE DECISION MODEL Pursuit Decision Factors Color Scale Assessment 1. Strategic Fit Blue 2. Understand the Requirement Green 3. Right Solution Blue 4. Customer Advocacy Green 5. Competition Favorable Yellow 6. Financial Objectives Green 7. Pursuit Investment Green Overall Assessment Light Green15 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 16. Step 5: Emphasize Creating a Winning Solution 5Winning Bids will Always be “Feature Rich” with Many Strengths,No or Few Weaknesses, and Offer Low Risk Winning solutions are created (engineered), they don’t ―just happen‖  Address all requirements of the RFP (explicitly or implicitly)  Link your solution to the goals and objectives of your customer  Build features that will be evaluated as proposal strengths (features and benefits) and—  Demonstrate high likelihood of mission success  Exceed contract requirements whenever practical in a way that is meaningful to the customer ―Best Informed Wins.‖ If you understand the requirement better than your competition, you should be able to offer the best solution16 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 17. Step 5: Emphasize Creating a Winning Solution (Cont.) 5 Build Solution Development into Your Capture Pre-proposal Capture and Proposal Processes Management Preparation Do you have a win laboratory or victory lab as part of your process? Solution SessionsAgree on Your SolutionNever start writing your technical or managementproposal until you’ve agreed on the solutions andfeatures that you will showcase Focus on Creativity Creativity may be your only real competitive advantage since today’s breakthroughs are tomorrow’s obsolete technology17 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 18. Step 6: Build a Compliant, Responsive, Compelling Proposal 6Professional Proposals are Expected to be Compliant, Responsive, andCompelling and Convey Your Solution in the Most Favorable Way to Receivethe Highest Evaluation Score  Make no mistakes in the proposal that cause you to lose points  Make it easy to evaluate (score)  The battle should be won by having the best solution—assume your competitors’ proposals will be well-written!18 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 19. Step 7: Have Fun! 7People Who Have Fun at What They do are MoreEngaged, Creative, Productive, and Motivated to Win  Always follow these rules:  Never criticize the person, only critique the solution or proposal to make it better  Encourage innovation, experimentation, and creativity within the framework of your business acquisition process  Recognize and appreciate the contributions to success and don’t chastise those who tried hard but didn’t win  A happy team builds a culture around winning and your team can become invincible in your competitive market19 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 20. How Well Do You Stack Up? On a Scale of 1 to 4, Rate Your Company in Each of the 7 FactorsThe Graphic Gives You PEOPLE 4a Clear Indication ofWhere You Need to 3Focus Your Energy 4 4 2 3 3 2 1 2 1 1 1 1 2 2 3 3 PROPOSAL 4 4 TOOLS 1 1 2 2 3 3 4 4 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.20
  • 21. APMP Survey shows higher 7-factor scores result in higher win rates •Survey shows on average, a 20% increase in 7-factor scores produces a 20% increase in win rate! Companies Government Market Commercial Market Number of Average 7- Win Rate Number of Average 7- Win Rate companies in factor companies in factor survey score survey score Low 7-factor assessment scores 9 17.89 44.4 6 12.83 41.33 High 7-factor assessment scores 8 21.5 65.3 5 21.2 43.8 Average 19.59 54.4 16.64 42.45 US Government contractors had 17% higher 7-factor scores and 28% higher win rates than US companies in the commercial market.21 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 22. Conclusion  Presentation slides and 7-Factor Assessment Scorecard are on our website at www.LohfeldConsulting.com  http://www.lohfeldconsulting.com/news-knowledge/page/4/  More information about productivity tools can be found in Beth Wingate’s presentation:  http://www.lohfeldconsulting.com/news- knowledge/2011/06/appmaven%E2%80%99s-secret-arsenal-tools-and- apps-to-achieve-victory-apmp-2011-6-3-11/  Please think of us for capture and proposal support, process development/ implementation, and training.  Upcoming training classes (http://www.lohfeldconsulting.com/about/events)  APMP Foundation Level Accreditation Training Date: May 22, 2012; Location: Dallas, TX  Learn Capture Management – How government contractors win business Date: June 12, 2012; Location: Herndon, VA22 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 23. About Lohfeld Consulting Group  Lohfeld consulting group  85 person company.  Founded 2003  Provides proposal and capture management support for over 300 companies including  8 of the top 10 government contractors  30 of the top 100 contractors  Teaches over 40 training classes each year  Proposal Management, Capture Management, Proposal Writing, Professional Accreditation classes  Designs, builds and optimizes Business Acquisition processes for government contractors23 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.
  • 24. About Lohfeld Consulting Group www.lohfeldconsulting.com Follow us on Twitter: twitter.com/Lohfeld Lohfeld Consulting Group specializes in helping companies create winning proposals. As the premier proposal services consulting firm focused exclusively on government markets, we provide expert assistance to government contractors in Capture Planning and Strategy, Proposal Management and Development, Capture and Proposal Process and Infrastructure, and Training. Contact Bob Lohfeld CEO of Lohfeld Consulting Group Email: RLohfeld@LohfeldConsulting.com Tel: (410) 336-6264 www.lohfeldconsulting.com24 Copyright 2011 Lohfeld Consulting Group, Inc. All rights reserved.

×