Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

APMP Foundation: Proposal Process Management

12,766 views

Published on

  • Create Your Own Odds Playing The Lottery ◆◆◆ http://t.cn/Airf5UFH
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • How to Grip Her Attention - Unlock Her Legs ■■■ http://ishbv.com/unlockher/pdf
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • How to start a wildly profitable 7 figure marketing business and get your first commission check tonight, click here ◆◆◆ http://ishbv.com/j1r2c/pdf
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • DOWNLOAD FULL BOOKS, INTO AVAILABLE FORMAT ......................................................................................................................... ......................................................................................................................... ,DOWNLOAD FULL. PDF EBOOK here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ,DOWNLOAD FULL. EPUB Ebook here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ,DOWNLOAD FULL. doc Ebook here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ,DOWNLOAD FULL. PDF EBOOK here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ,DOWNLOAD FULL. EPUB Ebook here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ,DOWNLOAD FULL. doc Ebook here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ......................................................................................................................... ......................................................................................................................... .............. Browse by Genre Available eBooks ......................................................................................................................... Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult,
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • Want to earn $4000/m? Of course you do. Learn how when you join today! ●●● http://scamcb.com/ezpayjobs/pdf
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here

APMP Foundation: Proposal Process Management

  1. 1. APMP® Accreditation Programme Choosing the Right Opportunities Session 2: Proposal Process Management© APMP 2005 and Bid to Win Ltd 2010 Version: 0v9
  2. 2. Proposal Process ManagementChoosing 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. 3. Learning objectives for ProposalProcess Management:To recognise the key elements of agood proposal development processTo develop an understanding of theessential reviews Proposal Guide 187Syllabus Requirement
  4. 4. Key Elements of a GoodProposal Development ProcessA good process should be:• Scalable – size and type• Flexible – size and type• Repeatable – size and type• DocumentedA 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. 5. The process should be documented... Opportunity Capture Proposal Proposal Post Handover Assessment Planning Planning Preparation SubmittalPursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Proposal Guide 189 5
  6. 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 CloseDirect Strategic Direction and Bid Decisions QualifyManageDeliver Proposal Guide 189 6
  7. 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 CloseDirect Strategic Direction and Bid Decisions Qualify Develop Develop Develop Present & Learn Strategy Solution Proposal Negotiate LessonsManage Proposal Management and ReviewsDeliver Proposal Guide 189 7
  8. 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 CloseDirect Strategic Direction and Bid Decisions Qualify Develop Develop Develop Present & Learn Strategy Solution Proposal Negotiate LessonsManage Proposal Management and ReviewsDeliver Create Proposal Content Proposal Guide 189 8
  9. 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 CloseDirect Strategic Direction and Bid Decisions Qualify Develop Develop Develop Present & Learn Strategy Solution Proposal Negotiate LessonsManage Proposal Management and ReviewsDeliver 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. 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 PreparationBusiness Win /Loss Size Develop Submit Offeras Usual Handover & Task Proposal & Win Case CloseSmall BidsTypical BidsLargeBids Outputs Submitted Proposal Negotiated Contract
  11. 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 PreparationBusiness Win /Loss Size Develop Submit Offeras Usual Handover & Task Proposal & Win Case Close Win /Loss Initiation Develop Submit OfferSmall Bids Handover & & Planning Proposal & Win Case CloseTypical BidsLargeBids Outputs Outline Business Win Strategy / Submitted Lessons Learned Case Project Approach Proposal Initial Solution & Negotiated Project Brief Contract Price to Win
  12. 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 PreparationBusiness Win /Loss Size Develop Submit Offeras Usual Handover & Task Proposal & Win Case Close Win /Loss Initiation Develop Submit OfferSmall Bids Handover & & Planning Proposal & Win Case Close Win /Loss Develop Sub- WinTypical Bids Initiation Planning mit Case Handover & Proposal CloseLargeBids 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. 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 PreparationBusiness Win /Loss Size Develop Submit Offeras Usual Handover & Task Proposal & Win Case Close Win /Loss Initiation Develop Submit OfferSmall Bids Handover & & Planning Proposal & Win Case Close Win /Loss Initiation & Develop Develop Sub- WinTypical Bids mit Case Handover & Planning Solution Proposal CloseLarge Win /Loss Develop Develop BAFO Sub- sent Pre- mitBids 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. 14. So Remember: Key Elements of a GoodProposal Development ProcessA good process should be:• Scalable – size and type• Flexible – size and type• Repeatable – size and type• DocumentedA 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. 15. Learning objectives for theReview Management topic understand common proposal reviews assemble appropriate information for reviews manage time to allow reviews and proposal amendment Choosing the right opportunitiesSyllabus Requirement
  16. 16. Proposal Process ReviewsBlue Team Win StrategyBlack Team Competitive ReviewPink Team Storyboard ReviewRed Team Final Proposal ReviewGold Team Business Review / ApprovalWhite Team Lessons Learned 16
  17. 17. Common Proposal Reviews Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation SubmittalPursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Proposal Timeline Proposal Guide 222
  18. 18. Common Proposal Reviews Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation SubmittalPursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Proposal Timeline Win Strategy Blue Team Proposal Guide 222
  19. 19. Common Proposal Reviews Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation SubmittalPursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close Proposal Timeline Win Strategy Blue Team Competitor Strategy Black Hat Proposal Guide 222
  20. 20. Common Proposal Reviews Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation SubmittalPursuit 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. 21. Common Proposal Reviews Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation SubmittalPursuit 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. 22. Common Proposal Reviews Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation SubmittalPursuit 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. 23. Common Proposal Reviews Opportunity Proposal Proposal Post Capture Handover Assessment Planning Preparation SubmittalPursuit 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. 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 feedbackPursuit Decision
  25. 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 feedbackPursuit Decision Prelim. Bid
  26. 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 feedbackPursuit Decision Prelim. Bid BID Decision
  27. 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 StoryboardsPursuit Decision Prelim. Bid BID Decision Submit Offer
  28. 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 feedbackPursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal
  29. 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 feedbackPursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
  30. 30. Guidance for Managing Reviews Proposal Guide 222
  31. 31. Quick Quiz Question:Which is NOT an attribute of a good process?a. Aligns with the prospect’s buying cycleb. Having different processes for different prospectsc. Scalabled. Uses document reviews at each milestone Please select your answer in the Polling panel.
  32. 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.• documentedA 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. 33. Quick Quiz Question: What is the decisionmade after Opportunity Assessmenta. The Pursuit Decisionb. Decision to Submit the Proposalc. Validated Bid Decisiond. Acquire Vendor Please select your answer in the Polling panel.
  34. 34. Let’s see how we answereda. 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. 35. Preparing for the eTorialInstructions for Process ManagementExercise:• 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.

×