#APMP2016 · 2018-04-01 · #APMP2016 Examples for the use of playful elements „Have a look....

#APMP2016

Got Game? Writing Proposals Made Playfully Simple: Making Tough Stuff Fun

Patrick Hofstadt

Lukas Pohl

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Speakers – Patrick Hofstadt

@work• Eight years of professional

experience in proposal management

• Established own business QUALITY BID CONSULTING in 2015

• Speaker at Germany’s annual APMP conference

• CP APMP

@home• Dabbling as a water polo

goalie• Coaching a competition

dance team (similar to cheer dance)

• Spice up the (probably) craziest Battlestar Galacticaboardgame in the world

• Spending time with my partner and her kids

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Speakers – Lukas Pohl

• 10 years of professional experience in the IT industry

• Over six years working in proposal management

• Team Lead Proposal Management at adesso

• Speaker at Germany’s annual APMP conference

• CP APMP

• Passionate soccer player

• Attended 500 soccer gamesin more than 15 countries

• Fitness training

• Spending time with mynephew

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Agenda

• Bid Management and knowledge transfer

• Challenges in Bid Management

• Requirements for knowledge transfer

• Modules of knowledge transfer

• Examples for the use of playful elements

• Reference: adesso AG

• Conclusion

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BID MANAGEMENTAND KNOWLEDGE TRANSFER

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Bid Management and knowledge transfer

Training expenditures in the US Figures from Germany

2012 2013 2014 2015

in billion $

Total Training Expenditures Training Staff Payroll

Outside Products and Services

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Learning from one‘sco-worker

Proposal writing fortechnicians– made easy

Asking the media

Investments at peak level Writing proposals, made

playfully simple

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• More handson-training

• More interactivity

• Usage ofreal RFPs

Results:

2004 survey on training methods

Proposal Training: A Survey of Current Practice and a Look at the Future of e-Learning; Dave Camp & Jeff Longshaw; 2004

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CHALLENGESIN BID MANAGEMENT

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Challenges in Bid Management

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Name something that is repeatedly a challenge when writing a proposal

document as a team.

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Short-term nature

Alternating teams

Availabilities

Low-priority activity

Geographically dispersed teams

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REQUIREMENTS FOR KNOWLEDGETRANSFER

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Requirements for knowledge transfer

Quickly and easily

(„playfully“) learnable

Practical and striking

Modular composition

Interactive

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MODULES OFKNOWLEDGE TRANSFER

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Modules of knowledge transfer

Class room training

Training on the bid

Workshop modules

evangelistic attitude

Short-term nature

Alternating teams

Availabilities

Low-priority activity

Geographicallydispersed teams

Rapid onboarding

Common language

Steep learning curve

Individual response toemployee & requirement

Decreased overhead, topics right to the point

Enhanced tool box

Increased motivation

Modules Challenges Outcomes

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Application of playful components decreases in accordancewith possible degree of structuring

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Establishment ofvigilance, increasingactivity level

Eye-openers, challenging currentassumptions

Motivation and easedknowledge transfer

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EXAMPLES FOR THEUSE OF PLAYFUL ELEMENTS

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Examples for the use of playful elements

Style bloom wall

• Typical proposal pitfalls, mistakes, and writing style weaknesses written on cardboard cut-outs

• Participants pin the blooms into one of the predefined categories (e.g., active/passive, superlatives)

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Proposal memory

• Typical proposal terms written on a set of cards. Their definitions are on a separate set of cards

• Place all cards face down

• Players turn two cards over and read the words out loud

• Goal is to find matching cards

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Word Comments

• Participants consider proposal text from the reviewer’s perspective

• Place an excerpt from a proposal document on to a pinboard

• Participants look for where each comment may fit and explain their choice

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Priority Pie

• Participants get a circular piece of cardboard and a list of typical proposal chapter names

• They are to cut the “pie” into slices, one slice for each chapter. Sized according to their view of the appropriate chapter weighting in the proposal document

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Let the games begin

&Style bloom wall

Word comments&

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Style bloom wall

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Examples for the use of playful elementsActive/Passive Voice Clichés

Superlatives Impressive or persuasive?

Syntax and ambiguity Abbreviations

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After the user documentation is provided, the final

inspection will begin.

Categories• Active/Passive Voice• Clichés• Superlatives• Impressive or

persuasive?• Syntax and ambiguity• Abbreviations

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The PM of the RN is responsible for the new ATM

software and holds several

certifications, e.g. SCM, SCJP and

CPP APMP.

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The framework that is used

within our developed system is

based on the best and fastest

technologies available and in

addition, it is provided with the

lowest price.

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It will also be possible and

feasible, as we have decades of

experience in developing

optimal fitting, reliable and

business critical software

solutions, to design an exciting

interface that triggers

enthusiasm.

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Thank you for allowing us to submit a proposal for your RFP…

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Word Comments

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Proposal Manager

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Proposal Manager

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Proposal Manager

#APMP2016

Proposal Manager

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Proposal Manager

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„We just received a RFP via email. Never heard of that company and do

not understand their business, but they seem to have a large amount of

money. By the way, deadline for submission is tomorrow.“

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„Finally the RFP of our regular customer arrived. We influenced the evaluation

criteria. Just talked to the main stakeholders about a possible project start

date.“

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„Have a look. Sounds really interesting. The problems of the

customer are in areas that are our core competencies. The budget is not that high. I heard they are not satisfied with our competitor and we have a personal contact. The

deadline is tight, but this could be our chance to finally win this

customer.“

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„No, the customer does not know us by now, but for me they have enormous potential. Guys, this is an absolutely

strategic fit.“

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REFERENCE: ADESSO AG

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Reference: adesso AG

• adesso optimizes companies’ core business processes based on

consulting services and tailored software development solutions

• Employees: More than 1,800 employees in adesso Group

• Sales revenues 2015: > 220 million $

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Reference: adesso AG

• Seminar „Responsive and well-crafted –create proposals ready for success“ integratesgames

• About eight appointments per yearwith 10 to 12 participants

• Success Story at an adesso subsidiary, winrate increased by 30 percentage points

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CONCLUSION

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Conclusion

• There are limits for the use of playfulknowlegde transfer

• It takes a lot of persuading within your organization

• Give it a try with a crossword puzzle

#APMP2016

#APMP2016#APMP2016

#APMP2016 · 2018-04-01 · #APMP2016 Examples for the use of playful elements „Have a look....

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