Developing Successful Strategies & Planning to Win - APMP Best Practices Webinar


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You cannot win an opportunity unless you have the right strategy and a plan to execute the strategy. In this presentation I have shared the best practices I follow to develop a strategy and how I plan to win an opportunity. These best practices have helped me to maintain a 55% win ratio and 95% of my proposals getting shortlisted in the finals. I am happy to share these with the Bid Management and Proposal Development community and open to suggestions. I am also available for speaking opportunities and training programs,

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Developing Successful Strategies & Planning to Win - APMP Best Practices Webinar

  1. 1. Developing Successful Strategies Planning to WIN Abhijit Majumdar AVP, Zensar Technologies Ltd. t 1
  2. 2.  Why do we need a strategy ? Agenda  How do we do it ?  Our Strategy and Tactics  The Positive Outcomes  Q&A 2
  3. 3. Why do we need a Strategy? “In preparing for a battle I’ve always found that plans are useless, but planning is essential” Dwight Eisenhower “A Good Proposal is Hard to Find… But Worth Looking.” “.” “It is never enough to say “I’m qualified.” So is everyone else.  The point is “Pick me because I’m different.”"  Intensely competitive business  Reducing margins between winning and losing  Changing customer expectations  Shortening response time I’ll have to live with the consequences of the decision  I make” “.” “Your ability to do what is required of you at proposal stage reflects upon your ability to perform once in contract!” Brand Description of this document  Increasing cost of proposal development  Responsive  Agile  Actionable 3
  4. 4. How do we do it? 3 Goals & Objectives Define what we want in measurable quantities and is date-driven. 2 Reassessment and Review Think critically, test and attack your own plan. Vision of Victory Create a mental picture and map of how to win. 1 Information Research and gather information at industry, enterprise, opportunity and individual levels. in W ng ni 5 Planning Control the chaos by front loading the efforts. gy te tra S 6 Risk Mitigation Validate every assumption and identify the associated risks. 7 9 Learning Forward Document and publish Win-Loss reports 8 Review Process Make reviewers accountable 4 Define the Proposal Architecture Follow the Information Mapping principles
  5. 5. Information – What do we need to know?  Industry Trends  Client’s Business and Financials  Opportunity background  Evaluation criteria  Competitor landscape
  6. 6. Vision of Victory – What does this opportunity mean for me?  The roadmap to win  The challenges and challengers  The underdogs  Impact of Win  Value and Impact
  7. 7. Goals and Objectives – How do I plan to attack?  Opportunity Baseline  Hot Buttons  Solution Strategy  Competitive weakness/advantag e  Political alignment
  8. 8. Reassessment and Review – The Black Hat Strategy  Independent reviewers  Simulate Evaluation  Park Assumptions  Identify every threat  Identify killer points
  9. 9. Planning – Start reverse counting  Front load the efforts  Identify & deploy the right team  Prepare for the kickoff  Conduct a superior kickoff meeting  Set the quality standards
  10. 10. Risk Mitigation – The known and unknown Unknowns  Legal and Financial contract review  SLA Review  Validate Assumptions  State assumptions  Create and review a Risk Mitigation plan  Get management buy-in
  11. 11. Defining the Proposal Architecture  Envision the evaluators  Define the content structure  Follow the style guide  Use Information Mapping principles  Customize the boilerplate content  Be creative in page design
  12. 12. Review Process  Publish Review Plan  Update Review teams  Separate color teams  Update review comments and do a regression analysis  Record and publish the review scores
  13. 13. Learning Forward  Capture the lessons learned  Talk to the client  Win/Loss Analysis  Root Cause Analysis  Identify and create proposal assets  Record the experience
  14. 14. The Positive Outcomes  Increased Win Ratio  Improved client relationships  Reduced team stress  Increased re-usability  Improved predictability  Stopped the blame game
  15. 15. Q&A My Personal co-ordinates : email : Linkedin & Facebook abhijit majumdar