Learn how one small team saved over 2,000 hours of resource effort annually simply by using the power of QPA to reduce clicks.

1. Can’t hire more resources?
It’s amazing what you can find
when you look!
How one small team saved 2,000+ hours of
resource effort annually through the power of
QPA to reduce clicks
K Title HereAlison Coon, CF APMP
Proposal Development Leader
Guardian Life Insurance
Kalli Gilbert
Proposal Database Manager
Guardian Life Insurance

2. Who we are
A true visionary and proposal
industry veteran, Alison is
constantly dreaming up what’s
next for proposals – and then
making it happen. With an
extensive background in business
development and client
management, she has spent
recent years transforming
Guardian’s proposal team,
process, and operations.
Alison Coon, CF APMP
Proposal Development Leader
https://www.linkedin.com/in/alisoncoon/
A former Sales Enablement
Manager for Qvidian, Kalli brought
her expertise to Guardian Life
Insurance in 2015. In her current
role, she has helped enforce
content management best
practices, expand the use of
Qvidian to other parts of the
organization, and enhance
technical efficiency.
Kalli Gilbert
Proposal Database Manager
https://www.linkedin.com/in/kalligilbert/

3. Our shop
 2,300+ Documents
produced annually
 15 Products
 14 Prop Managers
 1 Content Lead & 1
Qvidian Lead
 2,400+ Content
records
 300 Frequently
used attachments
 Proactive,
questionnaire, due
diligence, RFI,
finalist
 3 Business
channels

4. Who are you?
Use Qvidian for
Content?
Production?
Both?
Roles in the room?
Prop Mgr? Content
Mgr? Database Mgr?
Team leader or
manager of people?
What types of
outputs? RFI,
RFP, slip sheets,
contracts,
attachments…

5. Understanding baselines
CAUTION:
Start with baselines
Who knows what their baselines are?
How many hours does it take you to create a prop? Does that
include QR, etc? Can you break it down into diff. types?
Based on subjective self-
reporting or reportable data?
Goal is to figure out your
CAPACITY.

6. How did Guardian learn?
CAUTION:
Start with baselines
Time Tracking
 Time logged for
every case
 Don’t forget
QR!
 Searching for
exhibits!
 65 data
elements
tracked
 Built reporting
– feeds to
capacity model

7. What’s your target?
Guardian’s goal:
QPA is single-
source, and 70%
baked when built –
a.k.a. content and
attachments
How do I make it
better / quicker /
easier in QPA?
What’s taking so long?
What are you doing outside of
QPA that’s slowing you down?

8. Checkboxes

9. Repeat 3X
for 4 member team
From sixteen clicks…
16
To one…
1
Checkboxes
Browse for bio
Find the folder
Search for bio
Accept

10. Time Better Served
…
A few minutes to a few
hours..…
All in savings in 2016
= 1,825 hours
Handle time reductions
Proactive RFPs = 2 hrs each
RFPs = 5 hrs each

11. Sharing across business
• Default value merge codes
• Linking content
• Attachments
• Data screens
• Proposal to finalist to
onboarding to contract
Biz A Biz B
Document
Type A
Document
Type B
Qvidian
Proposal
Automation

12.  References
 Case studies
 Testimonials
 Biographies & org charts
 Needs & Outcomes
 Connection to Finalist – linking shared content
 Post-mortem collection
 Key information that needs to feed downstream
(e.g. business decisions, etc.)
Other ideas
…
What do folks go outside of
QPA to gather? Exhibits?
Attachments?
Start brainstorming – for
every menial task that’s done,
how can I make it easier
using QPA?
How do I make it better &
quicker in QPA?

13. Questions

14. Tell Us What You Think!