This slideshow encourages you to reevaluate your Federal business development processes to position your company to win instead of reacting. Do you have a well-defined process? Does your process work for you, or do you find yourself struggling, stressing, or panicking as the RFP deadline draws near? Read the full article here: https://blog.ostglobalsolutions.com/rethink-bd-capture-proposal-processes/

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How to Improve
Your Government
Proposals’ Pwin:
Rethink Your
Business
Development
Processes
www.ostglobalsolutions.com

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A Company
Needs
Different
Types of BD
Processes
How you win new business and
recompetes (both large and small)
How you preserve and grow
existing government contracts
and accounts
How you oversee the process of
business development

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A Process Often Looks Good on
Paper but that Doesn't Mean it is
Implementable or Effective
 Does everyone know what they need to do
and when?
 Do they know by when they need to finish
and why?
 Do they understand how the work flows
between team members?
 Does everyone understand their level of
authority and ability to make decisions?

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Outline Plan Write Polish Submit
The Age of Waterfall Process is Gone
 Waterfall is a linear, inflexible methodology that relies on strict rules
and deadlines
 Changes are hard to implement once the direction is set
 “Thick” and restrictive business development, capture, and proposal
process aren’t used
 Undefined or too general of a process means chaos

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The Best Processes are
Flexible and Agile
 Sets of principles and prescriptions rather
than strict recipes
• Thought process behind each step is
important rather than a prescriptive set
of steps
• More of a barbecue than baking
 Clear workflow, responsibilities, and levels
of authority to make decisions

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Implementing
Scrum and
Kanban Principles
in Developing
Proposals
 Central principles of Scrum are rapid iteration and
constant communication within a relatively small
time box
 Kanban is reflected in a lean process with just-in-
time training
 Examples in a proposal process are:
• Conduct facilitated brainstorming meetings
• Make incremental progress every day
• Run daily in-process proposal reviews
• Adjust color reviews based on proposal status

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Implementing Agile Principles in Capture
 Conduct early win strategy sessions in
series of short 2-3 hour meetings
 Iterate and complete action items
between sessions
 Assign Strategic Action Plans for
complex actions, focusing on the
outcome, not the steps
 Monitor action completion status and
adjust direction as needed
 Stop pursuing opportunities where the
team doesn't make progress
OST
Capture
Process

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Optimize Your BD Processes
 Understand what's important and what isn’t
• What wins? (proposal content, price…)
• What produces the best results? (clear "how", solution to price, engaging graphics, compelling proof)
• What is a clear priority and what isn't? (which proposal portion or task should you focus on the most?)
• Content and price are king, process is the enabler
 Don’t cut out steps solely for efficiency’s sake (ex: hold a peer review instead of Pink Team if you haven’t
made much progress)
 Rethink the steps in light of your goals, available resources, and time
 Apply kaizen (continuous improvement)
Your Business Development Processes

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Resources to Improve Your Business
Development Processes
 OST’s Process Improvement Services
 Bid & Proposal Academy Courses on Capture
and Proposal Management (Foundations and
Advanced), and Writing Persuasive Federal
Proposals
www.ostglobalsolutions.com
Olessia Smotrova: 240-246-5305
David Huff: 513-316-0993