The document outlines the lessons learned analysis and management within the APMP accreditation program, emphasizing the importance of internal and external feedback on proposals. It covers key aspects such as establishing requirements, developing strategies, and managing time effectively while also encouraging the recognition of systemic issues in proposal processes. The ultimate goal is to improve performance and ensure that the lessons learned are actively applied, particularly in preparation for the foundation exam.

1. APMP®
Accreditation Programme
Learning from Experience:
Lessons Learned Analysis
Preparing for the Foundation Exam
Learning from Experience
© APMP 2005 and Bid to Win Ltd 2010 Version: 0v9

2. Where have we go to?
Choosing the right
Establishing Requirements Developing Strategy
opportunities
Planning the Proposal Managing Time,
Communicating your Plan
Phase Cost and Quality
Learning from Experience
2
© APMP 2005 and Bid to Win Ltd 2013

3. Lessons Learned Analysis
Applying experience to improve
performance
Learning from Experience

4. Lessons Learnt Analysis & Management
• Ensure that internal and external feedback
on the proposal is obtained
• Recognise systemic proposal process
problems and suggest changes
Syllabus Requirement

5. Make sure lessons are learnt, not just noted:

6. Internal De-Brief: Participants and Timing
Conduct shortly
after submittal
while participants’
memories are still
fresh
Participants are
Advantage of
from the capture
learning lessons
and proposal
personally
teams
Internal
De-brief
- see Proposal Guide, Page 216, Section 6
Proposal Guide 216

7. Feedback on Proposals
Internal
• How correct was our strategy?
• Did we have accurate market intelligence?
• Did we have appropriate management support?
• How effective was our proposal management process?
• How well did the team work together?
• Did we have the right people?
• Was the proposal consistent?
• Did the proposal conform to all instructions?
• Did we produce the proposal at a reasonable cost, in reasonable time?

8. External Feedback:
After the
evaluation
has
completed
Customer and Follow a
Capture Team structured
members process
External
De-brief
Proposal Guide 216

9. Feedback on Proposals
External
• How did the proposal contribute to winning or losing?
• How easy was our proposal to evaluate?
• Was the proposal consistent?
• Did the proposal conform to all instructions?
• How well did the customer understand our offering?
• Did we show understanding of the customer’s requirements?
• Did we provide appropriate levels of detail?
• How well did we work with the customer during the process?

10. Recognising Systemic Proposal Process Problems
in interpreting
in describing
Errors customer
your offerings
needs
between you inside the
Misunderstandings and customers team
for increasing for schedule
Causes costs delays
within one across many
Inconsistencies proposal proposals

11. Lessons Learned Checklist
Proposal Guide 226

12. Key Learning Points:
Lessons Learned Analysis & Management
Ensure that internal and external
feedback on the proposal is obtained
Recognise systemic proposal process
problems and suggest changes
Syllabus Requirement

13. Preparing for the
Foundation Exam