This document discusses developing a winning proposal strategy. It recommends creating a customer-focused outline mapped to winning themes. Theme statements should link discriminating features to customer benefits. The proposal team should develop storyboards to share the strategy and turn themes into focused theme statements before writing begins. Organizing content around an informative structure and highlighting key points will help evaluators easily find important information.
APMP Foundation: Proposal Outline DevelopmentBid to Win Ltd
Â
Second session in the Planning the Proposal Phase module of Bid to Win's APMP Foundation Accreditation preparation webinars.
In this webinar we shall learn about the purpose and content of the proposal outline, and how it can help us get organised.
APMP Foundation: Developing Proposal StrategyBid to Win Ltd
Â
This document provides guidance on developing a proposal strategy. It discusses identifying customer needs, issues, and decision criteria. It also covers analyzing competitors' strengths and weaknesses from the customer's perspective. The document teaches how to develop a proposal strategy statement that addresses what and how the strategy will be implemented in the proposal. It stresses linking benefits to differentiating features through theme statements that answer why the customer should choose your solution. The goal is to develop a concise strategy and themes to guide the proposal development and sales messaging.
APMP Foundation: Requirements and Compliance Check-list DevelopmentBid to Win Ltd
Â
Covers the requirements Identification and Compliance Checlist Development KCAs of the APMP Accreditation Syllabus
First session in the Planning the Proposal Phase Module of Bid to Win's APMP Foundation Preparation programme
APMP Foundation: Proposal Schedule DevelopmentBid to Win Ltd
Â
Completes the module Communicating your Plan from the Bid to Win APMP Foundation Accreditation Preparation programme.
Covers the Schedule Development, Proposal Risk Management and Kick Off Meeting Management KCAs from the APMP Accreditation Syllabus
APMP Foundation: Winning Price DevelopmentBid to Win Ltd
Â
This document discusses developing strategy for winning price targets in proposals. It covers understanding the difference between value and price, examining the development of sound business cases, learning how to work with others to set cost targets, analyzing competitors and customers to establish winning price targets, and building up to the winning price by considering what the prospect values, their budget, the target price, solution costs, competitors' prices, and the winning price. It emphasizes that showing value is important to win when displacing incumbents, changing processes, or when doing nothing is a viable alternative. It provides guidance on establishing value propositions, setting cost and price targets, using top-down and bottom-up approaches together, and positioning prices relative to competitor value in
APMP Foundation: Proposal Process ManagementBid to Win Ltd
Â
The correct answer is a. The Pursuit Decision.
After the Opportunity Assessment is completed, management makes a Pursuit Decision on whether to pursue the opportunity further based on the assessment findings. This kicks off the Capture Planning phase.
The other options listed are decisions that occur later in the process flow.
Starting to prepare for the APMP Foundation Certification is an overwhelming task. Understanding the Key Competencies for Foundation level, the Skills needed for each competency, the Knowledge Areas from the APMP BOK, Topics, Best Practices...
In this webinar APMP Certified Practitioner and Mentor Abhijit Majumdar shares his expert guidance on how to get started in a planned way, he also shares the exam pattern and how to answer the questions right so that you successfully qualify.
APMP Foundation: Proposal Outline DevelopmentBid to Win Ltd
Â
Second session in the Planning the Proposal Phase module of Bid to Win's APMP Foundation Accreditation preparation webinars.
In this webinar we shall learn about the purpose and content of the proposal outline, and how it can help us get organised.
APMP Foundation: Developing Proposal StrategyBid to Win Ltd
Â
This document provides guidance on developing a proposal strategy. It discusses identifying customer needs, issues, and decision criteria. It also covers analyzing competitors' strengths and weaknesses from the customer's perspective. The document teaches how to develop a proposal strategy statement that addresses what and how the strategy will be implemented in the proposal. It stresses linking benefits to differentiating features through theme statements that answer why the customer should choose your solution. The goal is to develop a concise strategy and themes to guide the proposal development and sales messaging.
APMP Foundation: Requirements and Compliance Check-list DevelopmentBid to Win Ltd
Â
Covers the requirements Identification and Compliance Checlist Development KCAs of the APMP Accreditation Syllabus
First session in the Planning the Proposal Phase Module of Bid to Win's APMP Foundation Preparation programme
APMP Foundation: Proposal Schedule DevelopmentBid to Win Ltd
Â
Completes the module Communicating your Plan from the Bid to Win APMP Foundation Accreditation Preparation programme.
Covers the Schedule Development, Proposal Risk Management and Kick Off Meeting Management KCAs from the APMP Accreditation Syllabus
APMP Foundation: Winning Price DevelopmentBid to Win Ltd
Â
This document discusses developing strategy for winning price targets in proposals. It covers understanding the difference between value and price, examining the development of sound business cases, learning how to work with others to set cost targets, analyzing competitors and customers to establish winning price targets, and building up to the winning price by considering what the prospect values, their budget, the target price, solution costs, competitors' prices, and the winning price. It emphasizes that showing value is important to win when displacing incumbents, changing processes, or when doing nothing is a viable alternative. It provides guidance on establishing value propositions, setting cost and price targets, using top-down and bottom-up approaches together, and positioning prices relative to competitor value in
APMP Foundation: Proposal Process ManagementBid to Win Ltd
Â
The correct answer is a. The Pursuit Decision.
After the Opportunity Assessment is completed, management makes a Pursuit Decision on whether to pursue the opportunity further based on the assessment findings. This kicks off the Capture Planning phase.
The other options listed are decisions that occur later in the process flow.
Starting to prepare for the APMP Foundation Certification is an overwhelming task. Understanding the Key Competencies for Foundation level, the Skills needed for each competency, the Knowledge Areas from the APMP BOK, Topics, Best Practices...
In this webinar APMP Certified Practitioner and Mentor Abhijit Majumdar shares his expert guidance on how to get started in a planned way, he also shares the exam pattern and how to answer the questions right so that you successfully qualify.
APMP Foundation: Preparing for the APMP Foundation ExamBid to Win Ltd
Â
This document provides guidance for preparing to take the APMP Foundation exam. It outlines the exam format and offers tips for effective exam preparation and test-taking. Key points include reviewing syllabus materials, downloading quick reference guides, practicing sample exam questions, and leaving time in one's study schedule for unexpected tasks. The document also explains the exam structure, including the number of questions, time limit, pass score, and how results will be reported.
APMP Foundation: Managing Time, Cost and QualityBid to Win Ltd
Â
Sixth module in the Bid to Win APMP Foundation Accreditation preparation programme.
Covers the syllabus topics:
- Daily Team Management
- Storyboard Revie Management
- Final Document Review Management
- Production Management
This document outlines the key steps in pursuing a new client opportunity or existing account. It involves:
1) Conducting initial desk research on the client/market and identifying interested stakeholders.
2) Analyzing the opportunity and ensuring strategic alignment through cross-discipline workshops.
3) Continually gathering intelligence, developing solutions, building presentations and refining the client relationship and win strategy.
4) Preparing for final presentations and site visits, then following up with post-bid analysis to assess lessons learned.
This briefing is an overview of the role of Capture Management and Capture Managers in Federal Government Business Development. I developed the briefing to address specific questions for a specific group of business owners.
This document provides an overview of how to write winning proposals. It discusses the proposal life cycle and development process, including assembling a proposal team, conceptual and logical frameworks, outlining, budgeting, and a roadmap for success. Key aspects include understanding the client's needs, compliance with the request for proposals, demonstrating technical expertise, and cultivating ongoing relationships. The overall goal is to present a clear and compelling case for why the organization should be selected for the project or opportunity.
This document contains an assessment of whether an organization should bid on a new opportunity. It evaluates the opportunity across several categories on best practices and identifies any "deal killer" risks. The organization scores well across most categories, with a total score of 105 out of 175, but identifies that the margins for the project are a potential "deal killer" that requires close evaluation before deciding to bid.
The document outlines best practices for developing winning proposals, including establishing a proposal center of excellence and following a structured proposal development process. It discusses proposal elements like compliance matrices, storyboarding, theme development, and reviews. Effective proposal management incorporates project management techniques, quality standards, and continuous improvement methods.
Top performing sports teams learn, practice and memorize potential plays on the field given their strengths and the opposing teamâs weaknesses. Similarly, high performing sales teams share a common language and process based on the organizationâs sales methodology.
Comprehensive guide on how to build a marketing strategy that will beat the competition and drive growth.
A step-by-step guide that will show you how to build a winning marketing strategy by following the best practices of the top 3 global management consulting firms (BCG, Bain, McKinsey)
Presales, solution design & bid management an overviewMukesh Yadav
Â
The document discusses various aspects of pre-sales activities including responding to client requests, supporting client visits, interfacing with internal and external groups for solution design, marketing support, competitor analysis, and responding to RFx documents. It describes key elements of solution design like effort estimation, technical and functional solutions, project methodology, plans, resourcing, and templates for bid qualification, management, and presentation. The goal is to understand customer needs, design optimal solutions, prepare competitive proposals, and win new business through effective pre-sales and bid management processes.
This document provides an overview of key concepts for the PMP exam presented by Saad Merie, a PMP holder at Engosoft. It covers the exam structure and requirements, the PMBOK framework and knowledge areas, project lifecycles, and common terms. It also includes examples of exam questions and their answers. The presentation aims to help participants understand what is tested on the PMP exam and how to prepare for it.
PMPÂŽ Training Video | PMBOKÂŽ Guide Sixth Edition Training | PMPÂŽ Certificatio...Edureka!
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***** PMPÂŽ Training : https://www.edureka.co/pmp *****
This Edureka tutorial on PMPÂŽ Training will give you a complete insight of PMPÂŽ Certification along with various integral topics of PMP and its exam preparation process. This tutorial helps you to learn the following topics:
1. Project & Importance of Project Management
2. Relationship of Project, Program, Portfolio & Operations Management
3. Key Components of Project Management
4. Tailoring
5. Project Management Business Documents
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O documento discute os conceitos fundamentais de gerenciamento de projetos, incluindo: (1) a definição de projeto, (2) os cinco grupos de processos de gerenciamento de projetos, e (3) a importância da gestão das partes interessadas.
This document provides a mind map overview of the processes involved in project integration management. It outlines seven key processes: develop the project charter, develop the project management plan, direct and manage project work, manage project knowledge, monitor and control project work, perform integrated change control, and close the project or phase. For each process, it lists the typical inputs, tools and techniques, and outputs involved. The mind map provides a high-level view of the integration of all project management processes.
The document provides information about an authorized Project Management Professional (PMP) examination preparation course on the new exam format effective January 2, 2021. It discusses the new exam format and content outline, eligibility requirements for the PMP and CAPM credentials, exam logistics and fees. The course will help participants prepare for the updated PMP exam by reviewing references, domains, tasks, enablers, tools and deliverables covered in the new Examination Content Outline. The instructor is a certified Project Management Professional with multiple credentials.
The document discusses PMI's certification program which includes several certifications like CAPM, PMP, PgMP etc. It provides information on the eligibility requirements, fees, exam structure, exam blueprint and timeline for the PMP certification process. It also discusses benefits of PMI membership like savings on certifications, access to resources, events, publications etc. The document recommends resources like Rita Mulcahy's PMP book and PMBOK guide for exam preparation and outlines the course evaluation criteria.
- The document provides information about the Project Management Professional (PMP) certification, including details about the exam, eligibility requirements, fees, scheduling the exam, tips for passing, and benefits of becoming PMP certified.
- It outlines the components of the 4-hour, 200 question PMP exam and lists eligibility criteria as either 5 years of project management experience with a high school diploma or 3 years with a bachelor's degree.
- The document recommends preparing for the challenging exam by choosing a training program from an experienced provider that offers practice tests, real-world case studies, and a study group.
Julie Thomas, President and CEO of ValueSelling Associates, shares how best-in-class organizations target high-quality opportunities and what they do to continually requalify throughout the sales process. Attend this webinar to drive the quantity and quality of the opportunities in your pipeline.
PML Group have been partnering with Service Providers
and Contractors for in excess of 17 years to win business contracts across the Public Sector, Housing & Construction services market
Research that suggests some buyers are up to 57% of the way through their buying process before they're willing to engage with a salesperson. Is that true for your buyers? How can you know?
Learn how to engage with your customers long before they reach the 57% point, and how to turn things to your advantage after the 57% point to increase your win rate.
APMP Foundation: Preparing for the APMP Foundation ExamBid to Win Ltd
Â
This document provides guidance for preparing to take the APMP Foundation exam. It outlines the exam format and offers tips for effective exam preparation and test-taking. Key points include reviewing syllabus materials, downloading quick reference guides, practicing sample exam questions, and leaving time in one's study schedule for unexpected tasks. The document also explains the exam structure, including the number of questions, time limit, pass score, and how results will be reported.
APMP Foundation: Managing Time, Cost and QualityBid to Win Ltd
Â
Sixth module in the Bid to Win APMP Foundation Accreditation preparation programme.
Covers the syllabus topics:
- Daily Team Management
- Storyboard Revie Management
- Final Document Review Management
- Production Management
This document outlines the key steps in pursuing a new client opportunity or existing account. It involves:
1) Conducting initial desk research on the client/market and identifying interested stakeholders.
2) Analyzing the opportunity and ensuring strategic alignment through cross-discipline workshops.
3) Continually gathering intelligence, developing solutions, building presentations and refining the client relationship and win strategy.
4) Preparing for final presentations and site visits, then following up with post-bid analysis to assess lessons learned.
This briefing is an overview of the role of Capture Management and Capture Managers in Federal Government Business Development. I developed the briefing to address specific questions for a specific group of business owners.
This document provides an overview of how to write winning proposals. It discusses the proposal life cycle and development process, including assembling a proposal team, conceptual and logical frameworks, outlining, budgeting, and a roadmap for success. Key aspects include understanding the client's needs, compliance with the request for proposals, demonstrating technical expertise, and cultivating ongoing relationships. The overall goal is to present a clear and compelling case for why the organization should be selected for the project or opportunity.
This document contains an assessment of whether an organization should bid on a new opportunity. It evaluates the opportunity across several categories on best practices and identifies any "deal killer" risks. The organization scores well across most categories, with a total score of 105 out of 175, but identifies that the margins for the project are a potential "deal killer" that requires close evaluation before deciding to bid.
The document outlines best practices for developing winning proposals, including establishing a proposal center of excellence and following a structured proposal development process. It discusses proposal elements like compliance matrices, storyboarding, theme development, and reviews. Effective proposal management incorporates project management techniques, quality standards, and continuous improvement methods.
Top performing sports teams learn, practice and memorize potential plays on the field given their strengths and the opposing teamâs weaknesses. Similarly, high performing sales teams share a common language and process based on the organizationâs sales methodology.
Comprehensive guide on how to build a marketing strategy that will beat the competition and drive growth.
A step-by-step guide that will show you how to build a winning marketing strategy by following the best practices of the top 3 global management consulting firms (BCG, Bain, McKinsey)
Presales, solution design & bid management an overviewMukesh Yadav
Â
The document discusses various aspects of pre-sales activities including responding to client requests, supporting client visits, interfacing with internal and external groups for solution design, marketing support, competitor analysis, and responding to RFx documents. It describes key elements of solution design like effort estimation, technical and functional solutions, project methodology, plans, resourcing, and templates for bid qualification, management, and presentation. The goal is to understand customer needs, design optimal solutions, prepare competitive proposals, and win new business through effective pre-sales and bid management processes.
This document provides an overview of key concepts for the PMP exam presented by Saad Merie, a PMP holder at Engosoft. It covers the exam structure and requirements, the PMBOK framework and knowledge areas, project lifecycles, and common terms. It also includes examples of exam questions and their answers. The presentation aims to help participants understand what is tested on the PMP exam and how to prepare for it.
PMPÂŽ Training Video | PMBOKÂŽ Guide Sixth Edition Training | PMPÂŽ Certificatio...Edureka!
Â
***** PMPÂŽ Training : https://www.edureka.co/pmp *****
This Edureka tutorial on PMPÂŽ Training will give you a complete insight of PMPÂŽ Certification along with various integral topics of PMP and its exam preparation process. This tutorial helps you to learn the following topics:
1. Project & Importance of Project Management
2. Relationship of Project, Program, Portfolio & Operations Management
3. Key Components of Project Management
4. Tailoring
5. Project Management Business Documents
Follow us to never miss an update in the future.
Instagram: https://www.instagram.com/edureka_learning/
Facebook: https://www.facebook.com/edurekaIN/
Twitter: https://twitter.com/edurekain
LinkedIn: https://www.linkedin.com/company/edureka
O documento discute os conceitos fundamentais de gerenciamento de projetos, incluindo: (1) a definição de projeto, (2) os cinco grupos de processos de gerenciamento de projetos, e (3) a importância da gestão das partes interessadas.
This document provides a mind map overview of the processes involved in project integration management. It outlines seven key processes: develop the project charter, develop the project management plan, direct and manage project work, manage project knowledge, monitor and control project work, perform integrated change control, and close the project or phase. For each process, it lists the typical inputs, tools and techniques, and outputs involved. The mind map provides a high-level view of the integration of all project management processes.
The document provides information about an authorized Project Management Professional (PMP) examination preparation course on the new exam format effective January 2, 2021. It discusses the new exam format and content outline, eligibility requirements for the PMP and CAPM credentials, exam logistics and fees. The course will help participants prepare for the updated PMP exam by reviewing references, domains, tasks, enablers, tools and deliverables covered in the new Examination Content Outline. The instructor is a certified Project Management Professional with multiple credentials.
The document discusses PMI's certification program which includes several certifications like CAPM, PMP, PgMP etc. It provides information on the eligibility requirements, fees, exam structure, exam blueprint and timeline for the PMP certification process. It also discusses benefits of PMI membership like savings on certifications, access to resources, events, publications etc. The document recommends resources like Rita Mulcahy's PMP book and PMBOK guide for exam preparation and outlines the course evaluation criteria.
- The document provides information about the Project Management Professional (PMP) certification, including details about the exam, eligibility requirements, fees, scheduling the exam, tips for passing, and benefits of becoming PMP certified.
- It outlines the components of the 4-hour, 200 question PMP exam and lists eligibility criteria as either 5 years of project management experience with a high school diploma or 3 years with a bachelor's degree.
- The document recommends preparing for the challenging exam by choosing a training program from an experienced provider that offers practice tests, real-world case studies, and a study group.
Julie Thomas, President and CEO of ValueSelling Associates, shares how best-in-class organizations target high-quality opportunities and what they do to continually requalify throughout the sales process. Attend this webinar to drive the quantity and quality of the opportunities in your pipeline.
PML Group have been partnering with Service Providers
and Contractors for in excess of 17 years to win business contracts across the Public Sector, Housing & Construction services market
Research that suggests some buyers are up to 57% of the way through their buying process before they're willing to engage with a salesperson. Is that true for your buyers? How can you know?
Learn how to engage with your customers long before they reach the 57% point, and how to turn things to your advantage after the 57% point to increase your win rate.
6 weeks Summer Training with live project on Dot Net, Java, PHP in Gurgaon D...David Son
Â
SSDN Technologies is one of the leading training center, offering the 6 weeks summer training opportunity with Live Project industrial training and internship in Gurgaon & Delhi.
call us @ 0124-401080 / +91-9999-5099-70
APMP Foundation: Establishing RequirementsBid to Win Ltd
Â
The document discusses gathering intelligence about customers and competitors, including determining who the decision makers are, understanding customer needs and buying processes, and knowing how customers perceive competitors. It also covers organizing intelligence into a knowledge base and participating in sales activities to understand different sales methodologies. The overall goal is to improve understanding of prospects and how they view competitors in order to submit more competitive proposals.
Delivering a successful proposal meeting the quality, schedule and cost needs immaculate planning and execution. In this webinar we will discuss the different proposal management best practices from APMP and followed by successful proposal managers.
This document provides guidance on writing grant proposals that secure funding. It outlines a 9-step proposal preparation process and includes various forms, checklists, and schedules to guide proposal development. Examples of proposal sections like the executive summary, introduction, approach, and management plan are given, with checklists to ensure these sections address the necessary information. The document concludes with reminders to proofread the full proposal, check formatting, and present the final proposal professionally.
The document provides an overview of the tender process, including expressing interest, pre-qualification, submitting a tender, evaluation, and contract award. It discusses key aspects of pre-qualification like compliance, past performance, and financial/technical ability. The invitation to tender package is described. Tips are given for deciding whether to bid, understanding requirements, completing pre-qualification, crafting a successful proposal, and avoiding common bid mistakes. The importance of value and non-financial factors in evaluation is emphasized.
These notes were produced for APM's PQ assessment which I completed and passed in July, 2013. The assessment was based on APM BoK version 5. They are ideally printed at six to a page and then guillotined into pocket sized cards. Please contact me at nickbrook@theiet.org for the six to a page download.
Tender Management delivers the knowledge and skills you need to win public and private sector tenders. We can even do the work for you. With a 100% strike rate for PQQ and a 84% strike rate for tenors, we are your winning team.
Purpose: Apply industry best practices gained from ISO 9001, CMMI, and ITIL to improve your proposal management processes.
ITIL = Information Technology Infrastructure Library
ISO = International Organization for Standardization
CMMI = Capability Maturity Model Integrated
Ever seeking shortcuts to running your RFP? We've pulled together the TOP 10 TIPS for writing tenders & RFPs. Because tendering can be complex and often time-consuming, we've condensed down what you need to know in order to run a perfect procurement process. After reading this short set of slides, you'll be well on your way to securing savings from your tender!
Do not let tendering get the better of you! Flick through these slides for a quick summary of how to get the best negotiation tips for your tender process. This will effectively answer for you: "how to write a tender document".
Feel free to share this presentation if you find it useful, and subscribe on our website for more information about tendering.
This document provides an overview of how to write a winning proposal. It discusses pre-proposal tasks like determining if a bid should be submitted, researching the request for proposal (RFP) and requirements. It outlines the typical sections of a proposal like the executive summary, management approach, technical solution, cost, and past performance. Key recommendations include thoroughly researching the RFP, creating a compliance matrix to show all requirements are met, and treating the management section like a mini project plan.
Ten Slides in Ten Minutes - Bid Management versus Project ManagementBill Graham CP.APMP
Â
Many Senior Executives do not understand the additional Value that Bid Management / Proposal Management has over Project Management. This presentation takes an overview look at this topic.
IT Services Bid Management Enabling FrameworkNavneet Bhushan
Â
The Need: Bidding for IT/ITeS services is a highly context sensitive activity fraught with many uncertainties and impacted by multiple imponderables. Managing an IT/ITeS bid involves multiple stakeholders and skills. The aim of dedicated bid managers is typically to carry out high number of bids in a specific time period and increase the win/bid ratio. However, due to increasing number of bids and the amount of information needed from multiple experts or stakeholders to organize a response for a bid, it is a challenge for the bid manager to organize high quality response to the customer needs in the compressed time lines that invariably creeps in despite the best intentions. This impacts the overall quality of the bid response and in fact impacts the win-bid ratio to a considerable extent. There is a need to ease the task of bid managers to generate responses to a large number of bids where each bid has its specific peculiarities and each bid may require multiple mix and match of existing services that The IT Company provides.
The Microsoft Cloud Assessment Tool is designed to help sales representatives have more productive conversations with customers about cloud strategies. It provides structured questionnaires that can be completed in discussions with CIOs or IT directors. The questionnaires assess the customer's business objectives, IT workloads, and cloud platform fit. The tool then generates output reports with recommendations to help guide the discussion and next steps.
A view on Agile Development from a management, software development and business analysis perspective. Using the Fluency Model to understand what level your company needs to be at in order to be a truly Agile organisation.
The project manager's survival guide to bids, tenders and proposals workshop
by presented by David Warley
APM Contracts and Procurement SIG
Thursday 19th May 2016
Flevy.com - Pricing a Consulting ProjectDavid Tracy
Â
This is a partial preview of the document found here:
https://flevy.com/browse/business-document/pricing-a-consulting-project-94
Description:
This presentation discusses the basic principles behind designing and pricing a management consulting type project.
The document outlines how to create an effective business case. It discusses what a business case is, why they are used, and when they are required. It also covers the typical components of a business case, including the strategic context, analysis and recommendations, and management and capacity phases. The document provides details on each phase and step to guide writing a comprehensive business case. It emphasizes analyzing options, justifying recommendations, and demonstrating how the proposed investment will be managed to achieve desired outcomes. Overall, the document serves as a guide for developing a formal business case proposal to obtain funding and approval for new projects and initiatives.
This document discusses challenges in building a product organization within a services company and provides recommendations. It addresses issues like fixed-bid projects using agile methods, distributed teams, quantitative metrics, performance reviews, and tool selection. The key recommendations are to break projects into prioritized phases, focus on business value, improve collaboration, assess team behaviors, provide training and certifications, implement objective metrics tracking, tailor reviews to roles, and select tools that address technical debt. The overall message is that a mindset, process, and system transformation is needed to move from services to value engineering and deliver better outcomes through self-organizing teams.
Astute @ Oracle Open World 2011 - Cost Efficiencies During PeopleSoft UpgradeArvind Rajan
Â
This document discusses strategies for reducing costs during a PeopleSoft upgrade project. It identifies common challenges such as lack of coordination, scope creep, and delayed testing. Key factors that can drive costs up or down are reviewed, including team size, infrastructure hosting, skills, and customizations. Best practices for cost containment include using a collaborative vendor, references, proven methodology, reusable deliverables, and addressing risks upfront. Phased rollouts and fixed fee contracts can also help reduce costs and timelines.
The document describes how an IT support center used Agile/Kanban principles to improve their operations. They broke work into user stories with SLAs, limited work in progress, and visualized workflow on a Kanban board. This increased transparency, reduced bottlenecks, and improved response time by focusing on the highest priority work.
Software Outsourcing: Outsource Your Project or Build a TeamSoftheme
Â
This presentation is about two different models of outsourcing - project-based and team-based outsourcing. Read through this presentation material to learn more how to successfully select a proper IT Outsourcing Model for your business.
SpringCM BD Institute Webinar 0511 Finalguest6af661c4
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The document discusses benchmarks for improving proposal writing capabilities and win rates. It summarizes a study that identified 182 best practices across five areas from 23 high-performing companies. The top practices included using BD processes, proposal plans, storyboards, collaborative tools, and knowledge management. Selection criteria for automation solutions included ease of use, security, version control, and integration with other systems to support collaboration and processes.
Spring cm bd institute webinar 0511 finalguest6af661c4
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The document discusses benchmarks for improving proposal writing capabilities and win rates. It summarizes a study that identified 182 best practices across five areas from 23 high-performing companies. The top practices included using BD processes, proposal plans, storyboards, collaborative tools, and knowledge management. Selection criteria for automation solutions included ease of use, security, version control, and integration with other systems to support collaboration and processes.
Strategic Planning for More Effective Product ManagementSVPMA
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Strategic Planning for More Effective Product Management by Brian Lawley
Go to link below for notes from this event at SVPMA Monthly Event May 2012
http://svpma.org/2012/05/may-2012-event/
For successful Agile projects, Scrums and Sprints are determined by product backlog prioritization, which is driven by the set of customer concerns such as complexity, stability, cost-benefit analysis, system architecture role and reusability. We offer here directions on compiling a prioritization matrix based on the relative importances of a given backlog item.
The document discusses creating a balanced scorecard framework for measuring an IT group's performance using Agile methods. It includes creating a strategy map with objectives in the areas of finance, customer value, internal processes, and learning & growth. Key performance indicators are identified for each objective as leading or lagging measures. The framework aims to measure knowledge, skills, abilities, efficiencies in delivering services to clients, and enable periodic reporting with both types of performance indicators based on IT goals.
The project manager's survival guide to bids, tenders and proposals
presented by David Warley
Thursday 26th November 2015
APM Contracts and Procurement Specific Interest Group (SIG)
DSquare Solutions provides analytical solutions to help customers make better decisions. It offers:
1) A full lifecycle of support for analytical decision making, including framing needs, managing data/models, generating insights, and monitoring decisions.
2) A structured information framework to cleanse, store, and analyze data to produce relevant insights through metrics, dashboards, and alerts.
3) Modeling and optimization capabilities including predictive models and optimization solutions to address challenges like resource allocation, customer attrition, and marketing optimization.
4) Engagement models ranging from consultative to fully embedded expertise via subscription or pay-per-use based on customer needs. Case studies demonstrate solutions for hotel revenue management and consumer
Here are some grand strategies companies could pursue:
A) Concentrated growth - Focus resources on core businesses and markets to gain market share and economies of scale.
B) Market development - Enter new geographic or demographic markets with existing products.
C) Product development - Develop new products and services for existing markets.
D) Diversification - Enter new businesses that are unrelated to the core. Can be conglomerate or related diversification.
E) Alliance/joint ventures - Form strategic partnerships or alliances to enter new markets or technologies.
F) Retrenchment - Reduce costs, divest non-core businesses, and focus on most profitable areas. May involve downsizing.
G
The document describes key aspects of project execution and management. It discusses the procurement process, estimating costs, managing human resources and teams, addressing problems and conflicts, using motivation theory, implementing quality management, exercising project control through reporting and tracking, communicating with stakeholders, and managing scope creep. The procurement process involves drawing up requirements, obtaining quotes, generating purchase orders, and receiving/checking materials. Human resource management requires supervising teams, considering formation stages, and developing leadership skills. Problem solving techniques include confrontation, compromise, smoothing, withdrawal, and forcing. Motivation draws from Herzberg's theory. Project control uses baselines, tracking actual performance, and reporting variances. Communication involves status, progress, and forecast reports. Scope creep
1. The agenda includes a Walmart case study, an exercise on using Porter's 5 forces framework, a discussion of short-term objectives, and executive compensation.
2. Porter's 5 forces framework will be used to analyze industry forces for the University of Phoenix case study. Groups will analyze the forces and select a spokesperson.
3. Characteristics of good short-term objectives include being specific, achievable, and measurable. Deficient objectives lack measurability while good objectives tie objectives to measurable outcomes.
Part 2 Deep Dive: Navigating the 2024 Slowdownjeffkluth1
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Introduction
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2. Our previous webinar topic:
Choosing the right opportunities Establishing Requirements Developing Strategy
Proposal Strategy Development
Teaming Identification
Winning Price Development
Managing Time, Cost and
Planning the Proposal Phase Communicating your Plan
Quality
Learning from Experience
How are we going to win?
4. Base your strategy on discriminators:
the differences that matter to the Customer.
Sour Spot
⢠Mitigate Our ⢠Neutralize
Weaknesses Our Their Their
Weaknesses Strengths
Strengths
STRATEGY Customerâs Needs
STRATEGY
Their
⢠Highlight Our Our Strengths Weaknesses ⢠Ghost Their
Strengths Weaknesses
STRATEGY STRATEGY
Sweet Spot
5. SMART Actions, memorable themes:
⢠Ghost competitor 1âs weakness in space usage.
Show that our solution needs 30% less space
Win Stress extra cost and delivery risk with larger kit
Strategy ⢠Experience: Show compliance, provide references show
(What and experience of team
How ⢠TCO: Neutralise Competitor 2 strength on price by stressing
sentences) early benefits and savings over the full cycle
⢠Ghost Competitor 2âs delivery performance by showing that our
systems are shipping and in service now
Major:
Win ⢠Compact cost effective solution
Themes ⢠Early delivery, early benefits
(Key ⢠Savings available this year
messages) Minor:
⢠Proven resilient solution
⢠Experienced team
6. Getting the strategy into the proposal:
Choosing the right opportunities Establishing Requirements Developing Strategy
Planning the Proposal Phase Communicating your Plan Managing Time, Cost and
Quality
Outline Development
Requirements Identification
Compliance Checklist Development
Storyboard Development
Executive Summary Development
Learning from Experience
The Foundation Exam
7. Learning objectives:
In this unit we are going to look at:
Creating a customer focused Outline
Mapping your win themes to the Outline
Planning winning content for the writing team
Developing and using Theme Statements
Proposal Guide 251
9. Simple three step process
⢠Follow RFQ ⢠Weight by
⢠Allocate Win
Develop instructions Add customer Annotate Themes to
⢠Create top priority
Top Level level
detailed ⢠Develop
your sections
Outline structure Outline ⢠Guidance for
headings and informative
writers
numbers headings
10. 1 Table of Contents
2 Executive Summary
The top- 3 Technical Responses
level, topical 4 Pricing
outline might start 5 Delivery Schedule
like this 6 Terms and Conditions
7 Compliance Matrix
8 References and
Testimonials
Proposal Guide 125
11. And develop like thisâŚ
Section Typical Contents
1 Table of Contents
2 Executive Summary
3 Technical Response
3.1 System Architecture
3.2 Performance Analysis
3.3 Availability
3.3.1 Reliability
3.3.2 Reparability
12. Assign or allocate all other response requirements
within the topical outline.
That is, for all requirements that werenât dealt with in the top-
level topical outline, consider how they can be incorporated.
When adding structure:
⢠Confirm compliance with the customerâs instructions
⢠Do not interfere with the âcoreâ numbering system and/or
naming conventions
⢠Announce organisation; then follow it
⢠Order points in decreasing order of importance
⢠Group similar ideas
Try to maintain a balance when extending the topical outline.
13. Allocate pages and additional structure according to
the relative importance of the topic to the prospect.
Determine relative importance, based on:
Evaluation criteria
Discussion with the prospect
Judgement
15. Map your Win Themes to the Outline
Section Heading
3 Technical Response
3.1 System Architecture
3.2 Performance Analysis
Win Themes
3.3 Availability
⢠Compact cost effective solution
3.4.1 Reliability ⢠Early delivery, early benefits
3.4.2 Reparability ⢠Savings available this year
4 Pricing ⢠Proven resilient solution
⢠Experienced team
4.1 Investment Analysis
4.2 Price Schedule & Terms
5 Delivery & Implementation
5.1 Project Organisation
5.2 Implementation Schedule
16. To assist evaluators in finding information quickly, use
telegraphic headings for top level sections.
Use informative headings at section levels below those
specified by the prospect.
Informative headings can impart a positive message.
EXAMPLES
Telegraphic Headings Informative Headings
Project Team Structure Proven Team Structure Reduces Risk
Fire Protection Plan Proactive Fire Risk Management Cuts Losses
Seismic Protection Plan Earthquake Readiness is a Priority
17. Use storyboards to share your strategy
⢠Create a template
⢠Provide a sample
completed example
⢠Develop initial
storyboards before the
kickoff
⢠Review and revise
storyboards as a team
BEFORE you start
writing
20. Develop the theme:
Payback this Speed of Fast Early OPEX XYZCo case
year implementation deployment reduction. study
approach Reduced project
costs
50% TCO Cost of space Small footprint Only 30% of Gartner
reduction and power and low power space needed benchmark
consumption and 50% of report
power
High support Lifetime No âbreak fixâ Financial
charges warranty maintenance projection vs
charges. (-15%) competition
Š LORE Systems International
21. Theme statements link discriminating
features to Customer benefits:
âYou will be able to realise financial payback this year(GOAL), overcoming
the problem of implementation speed (ISSUE) because of our rapid
deployment approach(FEATURE). This will give you early OPEX savings
and release space equivalent to twice the purchase cost. Your internal
project costs will also be half what you could expect with a typical
alternative (BENEFITS).
After a similar project XYZCoâs Managing Director said âABC really
delivered for us. The system was installed in half the time and paid for
itself in 6 monthsâ. (PROOF)â.
A Theme Statement can also be a GRAPHIC
Š LORE Systems International
22. Organising section content
Put the most important
information first
Introduce a structure
⢠Tell âem what youâre going to tell âem
Follow the structure introduced
⢠Tell it to âem
Add a conclusion
⢠Tell âem what you just told âem
23. Highlight your key content
Page layout should make it easy for the evaluator to
find key information. Use a consistent way to highlight
your theme statements and section summaries.
1. Telegraph Headings
Direct the reader to main sections. Forever
Tomorrow
Today
Graphics. Will always
2. Informative Headings have greater impact
Tell the reader why they should read. than just plain text.
24. Youâre ready to start writing!
Clear strategy => focus
Outline => compliance & easy evaluation
Themes => responsive and focused
Storyboard => team direction
Page layout => easy evaluation
25. Quick Quiz Question: Which of these statements
best describes a theme statement?
Please click on your selection
26. Sorry! Try again.
âTheme statements link strategy and solutionâ is not the best description
because themes should tell prospects why they should select you.
Strategy and solution say more about the seller than the prospect.
âTheme statements link the
advantages and benefit â is
not the best description The best themes contain your
because whilst important, unique discriminators. That is,
these are saying more about something the prospect wants
the prospect than they say which only you can offer.
about why the prospect
should buy from you.
âTheme statements establish sales objectivesâ is not the best description
because it says what the seller want to achieve for themselves.
28. In this session we have:
Learned whatâs meant by a âcustomer focusedâ Outline
Learned how allocate Themes to the Outline
Learned how to share the strategy with the team
Learned how to develop and use Theme Statements
Proposal Guide 251
29. Thank you for listening!
If you would like to hear
more about our
Accreditation distance
learning course:
FREE introductory
webinar TODAY at 7pm
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Editor's Notes
The Bid Manager reviews the Bid Request and captures structure and with the help of the bid team filters out the requirements. This information contributes toward the outline.When identifying the requirements it will also be useful to create a compliance checklist which can be used in later reviews to check that the proposed solution complies with requirements and that a complete set of responses have been provided.The outline will assist in creating a schedule and assigning team members and authors to particular jobs. The Outline will also help in identifying the storyboards required to assist authors in their work.
Letâs take a look at putting this together. We may start with a hand-written outline like this.copy the bid structure. The bid sometimes tells you how to structure your proposal â the outline will form your table of contents.Sometimes the Bid Structure is provided by the Bid Manager, who in turn has followed the prospects suggestions or Tendering Instructions - this is a good time to CHECK compliance.So far, weâve talked about following a prospectâs RFQ.Sometimes, a prospect may like the sound of a vendorâs idea and say âcan you give me a proposal on thatâ.In this kind of situation an outline is useful because it helps us to consider how to present our ideas and plan what we need to write.First Iâd start with a requirements checklist to make sure all the prospectâs requirements are covered.Then I would either develop it interactively with the prospect or just develop it logically making sure that everything was covered and in the right ordered. Doing this helps identify section headings and how we might split up the writing work.
Ultimately our outline can be presented more formally. Essentially , itâs still a list but easier to read and edit.
To assist in our estimates, we should consider allocating an appropriate number of pages to a topic depending on its relative importance to the prospect. We can determine this from the evaluation criteria, discussions and personal and bid teamâs judgement.
Using the prioritised outline, you can startputting more in more detail.For example, by estimating the number of pages to be produced, and understanding whether the responses need to be created or adapted from existing material.Based on the number of pages to be produced, you may be able to estimate the amount of effort it will take to produce them.The table shows estimates for the Technical section.
The GIFBP format comes from LORE Systems (Bacon and Pugh, âPowerful ProposalsâIts a useful way to create theme statements and value based arguments.