OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.co...
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.co...
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.co...
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.co...
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.co...
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.co...
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.co...
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.co...
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.co...
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.co...
OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.co...
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Top 10 Proposal Management Challenges and How to Overcome Them Webinar Preview

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Preview of the Top 10 Proposal Management Challenges and How to Overcome Them webinar on June 3, 2013

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  • Top 10 Proposal Management Challenges and How to Overcome Them Webinar Preview

    1. 1. OST Global Solutions, Inc. Copyright © 2013 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com Page 1 Top 10 Proposal Management Challenges (And How to Overcome Them) Webinar (Preview) OST Global Solutions, Inc. …Because There is No Second Place in Proposals™
    2. 2. OST Global Solutions, Inc. Copyright © 2013 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com Page 2 About the Presenter  Won $19 billion for 4 out of the top 5 largest government contractors, dozens of 8(a) businesses, and other companies  President of the Association of Proposal Management Professionals’ (APMP) National Capital Area chapter  Prior to starting OST, won business for Lockheed Martin and Raytheon and wrote for the Financial Times of London  Founder, Bid & Proposal Academy  Author, How to Get Government Contracts: Have a Slice of a $1 Trillion Pie Olessia Smotrova- Taylor, AF.APMP President & CEO OST Global Solutions, Inc. Get your copy on Amazon
    3. 3. OST Global Solutions, Inc. Copyright © 2013 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com Page 3 OST Global Solutions, Inc. Profile Metro Washington DC proposal house government contractors with end-to-end BD support and training Thought leader in the BD field, with Bid & Proposal Academy courses attended by the top Federal contractors 900+ fully vetted capture and proposal managers, technical writers, graphic artists, orals coaches, editors, subject matter experts, and other proposal support Track record supporting 18 out of the top 20 Federal Contractors, winning $19 Billion since 2005
    4. 4. OST Global Solutions, Inc. Copyright © 2013 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com Page 4 Challenges  Tracking proposal management challenges for the past 8 years - Reviewing global survey results - Keeping logs - Reading literature - Attending APMP events  Launched LinkedIn discussions on top 3 proposal management challenges  Results: Challenges largely remain the same, although the order may have changed  Similar in commercial and government markets, across the world  How we resolve them is most important; some of them are harder to resolve than others With the challenges remaining largely the same for years, the question is how to fix them once and for all Download the Full Slides Presentation of this Free Webinar at www.ostglobalsolutions.com/training/webinars
    5. 5. OST Global Solutions, Inc. Copyright © 2013 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com Page 5 Challenge 10, Repeating the Mistakes Lessons observed are not lessons learned; learning the lessons takes a concerted effort  Wrong type of recycling  Demoralizing for the team  Process is consistently ad-hoc  Solution: - Document your lessons learned twice: after the proposal and after the debrief - Use structured approach to collect feedback - Upload your lessons learned document to a common access area - Review the file prior to the next proposal Download the Full Slides Presentation of this Free Webinar at www.ostglobalsolutions.com/training/webinars
    6. 6. OST Global Solutions, Inc. Copyright © 2013 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com Page 6 Challenge 9: Indiscriminant Use of Boilerplate, Without Being Responsive or Customer-Focused  Using boilerplate is as OK as using someone else’s toothbrush (Jay Herther)  Read every proposal section to check if the content is rotten  Don’t get stuck on writing quality – look for substance above all  Spot the usual offenders: - Cut-and-paste - Off-topic writing - Bland fillers and lack of substance - Missing “how” - Lack of benefits language, etc.  ID specific gaps: 8Ws, checklist questions, compliance items  Devise a recovery strategy Download the Full Slides Presentation of this Free Webinar at www.ostglobalsolutions.com/training/webinars
    7. 7. OST Global Solutions, Inc. Copyright © 2013 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com Page 7  Finding an elusive person in no time is hard - 20 years of experience, low salary - Ph.D., PMP, TS/SCI with Poly - “If he or she had all of that, then he or she should not be looking for work” Challenge 8: Difficulties with Personnel Staffing in Services and Solutions Proposals  Use a staffing expert, with a candidate “factory” in place  Start early, use key personnel matrices  Count on unexpected curveballs to result in all-nighters  Shoot for Plan B, C, and D Download the Full Slides Presentation of this Free Webinar at www.ostglobalsolutions.com/training/webinars
    8. 8. OST Global Solutions, Inc. Copyright © 2013 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com Page 8 Challenge 7: Operating in the Dark While Pricing or Not Joining the New Realities  Some companies still blind to LPTA world realities  Few proposal managers: - Believe cost proposal is their job… - Are trained on cost and know what goes into the cost proposal - Know how they can help develop better cost volumes - Are familiar with intricacies of various cost strategies  Have hard time pricing while there is no information on headcount, labor categories, etc.  No competitive information  Cost volume disagrees with technical volume  Cost proposal is not treated as a sales document Those who win focus on the whole offer; one cannot ignore the ultimate deciding factor between winning or losing $$ $ $ Resource: Developing a Winning Cost Volume Download the Full Slides Presentation of this Free Webinar at www.ostglobalsolutions.com/training/ webinars
    9. 9. OST Global Solutions, Inc. Copyright © 2013 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com Page 9 Challenge 6: Poor Management Support and Buy- in  Non-supportive management leads to: - Marginalized understanding of proposal professionals’ role - Wrong or insufficient resources assigned to proposals - Poor reviews - “Machine gun” approach with low win rates - 11th hour corrections to proposal - Most of the other proposal challenges  Gain management support through education: - Bid & Proposal Academy courses - How to Get Government Contracts book - APMP  Develop formal presentations citing facts and metrics  Run kickoffs to obtain management buy-in; control the process better Download the Full Slides Presentation of this Free Webinar at www.ostglobalsolutions.com/training/webinars
    10. 10. OST Global Solutions, Inc. Copyright © 2013 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com Page 10 Download the Full Slides Presentation and the Video of this Webinar at www.ostglobalsolutions.com/training/webinars/
    11. 11. OST Global Solutions, Inc. Copyright © 2013 www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com Page 11 Contact OST for Your Proposal and Training Needs in Federal Business Development Julia Pochekueva, MBA, AM.APMP Marketing, Operations, and Training Services Manager Main 301.384.3350 Direct 301.769.6603 jpochekueva@ostglobalsolutions.com Alex Brown, AM.APMP Director of Services Main 301.384.3350 Direct 301.769.6601 Cell 301.356.2909 abrown@ostglobalsolutions.com Olessia Smotrova-Taylor, AF.APMP President & CEO Office 301.384.3350 Cell 240.246.5305 otaylor@ostglobalsolutions.com Get Additional Resources at Our Website: www.ostglobalsolutions.com

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