The starting point for a proposal process is knowing that you are following the right opportunity. APMP has defined a proven way for qualifying the right opportunity. This webinar covers the APMP best practices for Opportunity Qualification and the key competency areas for qualifying the APMP Foundation Certification. For more details join the APMP Foundation Certification Study Group on Linkedin

1. APMP
Foundation Certification
Session 1 - Qualifying the right opportunity
Abhijit Majumdar CF.APMP

2. Session Coverage
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• Understanding the BD Lifecycle
• Pursuit Decision
• Capture Planning
• Bid Decision
• Bid Decision Tools
• Sample Questions
• Assignments

3. Business
Development Lifecycle
• Phase 0 and 1 : Market
development and Long-Term
Positioning
• Phase 2 : Opportunity
Assessment
• Phase 3 : Capture Planning
• Phase 4 : Proposal Planning
• Phase 5 : Proposal Preparation

4. BD and Proposal Phase Relationship
Commercial
Customer
Government
Customer
Process
Phase
Decision
Gate
Reviews
Operate Assess Needs
Value
Solutions
Resolve Issues Implement
Identify
Need
Define
Requirements
Draft RFP Final RFP Receive
Proposals
Present
Orals
Award
Phase 0 :
Market
Segmentation
Phase 1 :
Long Term
Positioning
Phase 2 :
Opportunity
Assessment
Phase 3 :
Capture
Planning
Phase 4 :
Proposal
Planning
Phase 5 :
Proposal
Development
Phase 6 : Post
Submittal Activities
Interest
Decision
Pursuit
Decision
Preliminary Bid
Decision
Bid
Decision
Validation
Proposal
Submittal
Color Team
Reviews
Blue
Team
Black Hat
Team
Pink
Team
Red
Team
Gold
Team
White
Team

5. Pursuit Decision
• Lead Verification
• Alignment with strategic
direction
• Capability Mapping
• Readiness to move to
Capture Phase
1
Similar
product/
Similar
market
Strong
Know product, market and
customer. Focus on
competition.
2
Similar
product/
New
market
Caution
Learn the market,
Establish your company in
the market before
focussing on the
competition.
3
New
product/
Similar
market
Caution
Make sure you have a
product to meet the need
of your customer base
then focus on the
competition.
4
New
product/
New
market
Weak/
Success
Unlikely
Drop. If you pursue, it will
require detailed plan and
far more resources than
leads in 1,2, and 3.
Sector Match
Pursuit
Indication Probable Action

6. Capture Planning
• Implement a capture planning discipline
• Use a defined structure for capture plans
• Keep the process dynamic, flexible,
interactive and current
• Maintain balance between planning and
execution
• Complete the Integrated Solution
Worksheet and the Bidder Comparison
Matrix
• Gain and maintain senior management approval
and support
• Commit the right people to the capture team
• Assign specific measurable objectives, schedules
and completion dates
• Establish regular reviews
• Use capture plan to jump-start the proposal
planning process
Key Deliverables
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Integrated Solution Worksheet
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Bidders Comparison Matrix

7. Bid Decision
• Use the pursuit decision to verify the leads
• Use the bid decision to verify that you are
positioned to win before committing to an
expensive proposal effort
!
• Use the bid validation decision to ensure
“show stoppers” are addressed
!
• Establish clear inputs, outputs, and
responsibilities for each decision milestone
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• Make all bid decisions promptly
!
• Tailor the process to your organisation and
the value of the opportunity

8. Bid Decision making tools
• Lead compatibility grid
• Bid decision tree
• Lead qualification checklist
• Opportunity assessment
score card

9. 1. When should the capture planning process start?
A. Before the RFP is released
B. After the pursuit decision
C. After the RFP is issued
D. After the management approves the opportunity
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2. Which of the following would NOT be a core member of your proposal management team:
A.Pricing Manager
B.Capture Manager
C.Proposal Manager
D.Volume Manager
!
3. Which of the following is correct?
A. A capture plan does not need to be written if the customer is well known to us
B. Capture plans and account plans are the same
C.A capture plan should be written once and signed off
D.A capture plan is opportunity specific
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4. In which of these situations are you most likely to NO BID?
A. New product / similar market
B. Similar product / new market
C.New product / new market
D.Similar product / similar market
!
5. Which is correct?
A. The pursuit decision comes before the preliminary bid decision
B. The core team should be assigned before the pursuit decision
C.Freezing the design should come before the kickoff meeting
D.The value proposition should first be put to the customer during the proposal preparation
stage
Sample Questions

10. Assignment
Try to complete the following assignments for any lead/
opportunity pertinent to your organisation.
!
1. Gather all information needed to substantiate that the opportunity is real and
in strategic interest of your organisation.
2. Analyse the gathered information to make a pursuit decision.
3. Prepare a capture plan for the opportunity.
4. Analyse the final RFP from the customer to collect necessary information to
make an opportunity assessment.
5. Perform an Opportunity Assessment by using a Bid/No-Bid score card.
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!
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11. Team Discussions Q & A

12. Thank You Next Session: Proposal Planning