When Time is Not on Your Side: Winning in a Commercial Proposal World

APMP BID & PROPOSAL CON 2015 | PAGE 2

Before We Get Started Let’s ViewA BIT OF LIFE IN THE COMMERCIAL PROPOSAL WORLD

APMP BID & PROPOSAL CON 2015 | PAGE 3

APMP BID & PROPOSAL CON 2015 | PAGE 4

Can You Relate to That?

With that in Mind…Let’s Discuss Some Key Differences Between Federal/State and Commercial (Private) RFPs

I Bet You Can…In Our World Time is Not Always on Your Side

APMP BID & PROPOSAL CON 2015 | PAGE 5

Key DifferencesFEDERAL/STATE VS. COMMERCIAL/PRIVATE

APMP BID & PROPOSAL CON 2015 | PAGE 6

Comes Out of the Blue…

May hear it’s coming from sales…

May not…

No Capture Manager

Your Sales Manager Can’t Be Everywhere

Company may just find your website

APMP BID & PROPOSAL CON 2015 | PAGE 7

No GovWin Tracking = Limited Foresight

APMP BID & PROPOSAL CON 2015 | PAGE 8

No FOIA Requests Here!

No Competitor Submittals

Lack of Concrete Intel

Guessing Game

APMP BID & PROPOSAL CON 2015 | PAGE 9

Variance Everywhere!

Procurement Policies

Requirements

Format

APMP BID & PROPOSAL CON 2015 | PAGE 10

On Top of All of This…

Deadlines are often 1-3 weeks max!

APMP BID & PROPOSAL CON 2015 | PAGE 11

So With Time Not on Your Side…

How do you meet the

deadline while ensuring the

highest chance for a win?

APMP BID & PROPOSAL CON 2015 | PAGE 12

Three Core Techniques

1. Standardized Process

2. Global Communication Strategy

3. Proposal Library for Base Answers

APMP BID & PROPOSAL CON 2015 | PAGE 13

1. Standardized Process

APMP BID & PROPOSAL CON 2015 | PAGE 14

Prevent 11th Hour Changes!

Writer(s) Populate

Response

Blocker

Pink Team Assignments

Blocker

Red Team Final Review

Blocker

Production/Writer Sends

Response

APMP BID & PROPOSAL CON 2015 | PAGE 15

Have a Strict Schedule!

APMP BID & PROPOSAL CON 2015 | PAGE 16

So Let’s Try One…

Time Management Co. RFP just came in house today!

APMP BID & PROPOSAL CON 2015 | PAGE 17

Time Management RFP Schedule

APMP BID & PROPOSAL CON 2015 | PAGE 18

2. Global Communication Strategy

APMP BID & PROPOSAL CON 2015 | PAGE 19

Consolidate Communication!

Limit Multiple Emails

Confusion

Individual Phone Calls

Group Status Calls for Clarity

And More!All You Need Is…

APMP BID & PROPOSAL CON 2015 | PAGE 20

The Master Email!

Reach Everyone at the Same Time!

APMP BID & PROPOSAL CON 2015 | PAGE 21

Time Management Co. Master Email!

APMP BID & PROPOSAL CON 2015 | PAGE 22

Master Email: Ensuring Effectiveness

Posted Online

Stands Out in the Crowd

Everyone Knows Where to Go for the Latest News

Continually Updated

Shrinks Over Time

Further Calls/Emails Minimized

APMP BID & PROPOSAL CON 2015 | PAGE 23

3. Proposal Library for Base Answers

APMP BID & PROPOSAL CON 2015 | PAGE 24

Build Up a Proposal Library to…

Populate ‘Base Only’ Content Quickly

Minimize Assignments

Many Vendors to Choose From…

APMP BID & PROPOSAL CON 2015 | PAGE 25

Sneak Peek: Proposal Library

APMP BID & PROPOSAL CON 2015 | PAGE 26

Use Caution!

Never Settle for Boilerplate!

Take Time to Tailor!…But Come On…How Do I Tailor an Out of the Blue RFP in 5 Days?

APMP BID & PROPOSAL CON 2015 | PAGE 27

Know Your Client!

Talk to Sales

Read the Client’s Website

Once you know your client, customize your answers to them!

Tie Features and Benefits to Proofs – Setup Your Library to Quickly Pull Testimonials, Statistics, Client Experiences, Case Studies, etc.

APMP BID & PROPOSAL CON 2015 | PAGE 28

But I’m Running Out of Time…

No Excuse, Quickly Do Some Drop-Ins!

The Vision Statement

It only takes a minute more to make a world of difference.

Let’s try one!

APMP BID & PROPOSAL CON 2015 | PAGE 29

Time Management Company Question

Do you provide a stopwatch functionality? Library Boilerplate: ABC Company’s Global Clock™ solution includes a

Stopwatch Module built-in, providing end users with the ability to logon and start a timed session.

A few minutes on their website to understand the client more and/or having a short conversation with sales and you get:

Tailored Answer: ABC Company understands Time Management Company’s global training conducted in 11 countries to date. With our Global Clock™ solution, your company will be able to logon in any part of the world and start your standard 90 minute timed sessions with our Stopwatch Module. Our module’s timed sessions will ensure your TIME ESSENTIALS® training and coaching is provided as promised to your clients.

APMP BID & PROPOSAL CON 2015 | PAGE 30

Always RememberTO WIN IN A COMMERCIAL PROPOSAL WORLD…

APMP BID & PROPOSAL CON 2015 | PAGE 31

Your Three Techniques to Win!

1. Have a Standardized Process

2. Use a Global Communication Strategy

3. Create a Proposal Library for Base Answers then Tailor

APMP BID & PROPOSAL CON 2015 | PAGE 32

Final Takeaway…

The more organized and streamlined your process is, the more time you give yourself to tailor your answers!

And the more time you use to tailoranswers to your client’s needs, the higher chance you have to win!

APMP BID & PROPOSAL CON 2015 | PAGE 33

Now Go Win!

Questions?

APMP BID & PROPOSAL CON 2015 | PAGE 34

Contact Us

APMPPO Box 77272Washington, DC20013-7272 Phone: +1 - (202) 450-2549www.apmp.org

Jennifer HamakerDirector, Proposal & Technical

Writing & TraininghCentive, Inc.(615) 624-1864jmhamaker@comcast.net http://www.linkedin.com/pub/

jennifer-hamaker-cf-apmp/35/925/542/en