APMP Foundation: Proposal Process Management
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Transcript of APMP Foundation: Proposal Process Management
APMP®
Accreditation Programme
© APMP 2005 and Bid to Win Ltd 2010
Choosing the Right OpportunitiesSession 2: Proposal Process
Management
Version: 0v9
Proposal Process Management
Understanding the key elements of a good proposal development process
Syllabus Requirement
Learning from Experience
Opportunity QualificationProposal Process Management
Review Management
Choosing the right opportunities Establishing Requirements Developing Strategy
Managing Time, Cost and Quality
Communicating your PlanPlanning the Proposal Phase
Learning objectives for Proposal Process Management:
To recognise the key elements of a good proposal development process
To develop an understanding of the essential reviews
Proposal Guide 187
Syllabus Requirement
A good process should be:• Scalable – size and type• Flexible – size and type• Repeatable – size and type• Documented
A good process should have • an owner• training available to inform, support and re-enforce• document based reviews - to control and add value• Milestones - with verifiable inputs and outputs
Key Elements of a GoodProposal Development Process
4
5
The process should be documented...
Opportunity Assessment
Capture Planning
Proposal Planning
ProposalPreparation
Post Submittal Handover
Proposal Guide 189
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
6
The process should have an owner ...and clear process steps
Opportunity Assessment Capture Proposal
PlanningProposal
PreparationPost
Submittal Handover
Strategic Direction and Bid Decisions Qualify
Direct
Manage
Deliver
Proposal Guide 189
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
7
The process should have an owner ...and clear process steps
Opportunity Assessment Capture Proposal
PlanningProposal
PreparationPost
Submittal Handover
Strategic Direction and Bid Decisions
Develop Strategy
Learn Lessons
Proposal Management and Reviews
Develop Solution
Develop Proposal
Present & Negotiate
QualifyDirect
Manage
Deliver
Proposal Guide 189
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
8
The process should have an owner ...and clear process steps
Opportunity Assessment Capture Proposal
PlanningProposal
PreparationPost
Submittal Handover
Strategic Direction and Bid Decisions
Develop Strategy
Learn Lessons
Proposal Management and Reviews
Create Proposal Content
Develop Solution
Develop Proposal
Present & Negotiate
QualifyDirect
Manage
Deliver
Proposal Guide 189
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
9
It should be based on documented reviews and decisions
Opportunity Assessment Capture Proposal
PlanningProposal
PreparationPost
Submittal Handover
Direct
Manage
DeliverOutputs/Products/Results
Pursuit Recommendation
Opportunity / Lead Description
Capture Plan
Sales Presentation
Bid Recommendation
Proposal Plan
Writers Packages
Draft Executive Summary
Storyboards
Red Team Draft
Business Case
Final Proposal
Closure Plan
Oral Presentation
Final Offer
Lessons Learned
Program Transition Plan
Proposal Guide 189
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Strategic Direction and Bid Decisions
Develop Strategy
Learn Lessons
Proposal Management and Reviews
Create Proposal Content
Develop Solution
Develop Proposal
Present & Negotiate
Qualify
The process should be scalable...
Opportunity Assessment Capture Proposal
PlanningProposal
Preparation Win Case Handover
Outputs
Size Task
Develop Proposal
Submit Offer& Win Case
Win /LossHandover &
Close
Submitted Proposal
Negotiated Contract
Business as Usual
Large Bids
Typical Bids
Small Bids
Pursuit Decision Preliminary Bid. BID Decision Submit Bid Approve Deal Close
The process should be flexible ...Opportunity Assessment Capture Proposal
PlanningProposal
Preparation Win Case Handover
OutputsOutline Business
Case
Project Brief
Size Task
Develop Proposal
Submit Offer& Win Case
Win /LossHandover &
Close
Initiation & Planning
Develop Proposal
Submit Offer& Win Case
Win /LossHandover &
Close
Win Strategy / Project Approach
Initial Solution & Price to Win
Submitted Proposal
Negotiated Contract
Lessons Learned
Business as Usual
Large Bids
Typical Bids
Small Bids
Pursuit Decision Preliminary Bid. BID Decision Submit Bid Approve Deal Close
… repeatable by size and type
Opportunity Assessment Capture Proposal
PlanningProposal
Preparation Win Case Handover
OutputsOutline Business
Case
Project Brief
Size Task
Develop Proposal
Submit Offer& Win Case
Win /LossHandover &
Close
Initiation & Planning
Develop Proposal
Submit Offer& Win Case
Win /LossHandover &
Close
Win Strategy / Project Approach
Initial Solution & Price to Win
Proposal Strategy
Proposal Stage Plan
Detailed Business Case
Proposal Final Draft
Submitted Proposal
Negotiated Contract
Lessons Learned
Initiation Planning Develop Proposal
Win /LossHandover &
Close
Sub-mit
Win Case
Business as Usual
Large Bids
Typical Bids
Small Bids
Pursuit Decision Preliminary Bid. BID Decision Submit Bid Approve Deal Close
... adjustable to time available
Opportunity Assessment Capture Proposal
PlanningProposal
Preparation Win Case Handover
OutputsOutline Business
Case
Project Brief
Size Task
Develop Proposal
Submit Offer& Win Case
Win /LossHandover &
Close
Initiation & Planning
Develop Proposal
Submit Offer& Win Case
Win /LossHandover &
Close
Win Strategy / Project Approach
Initial Solution & Price to Win
Proposal Strategy
Proposal Stage Plan
Detailed Business Case
Proposal Final Draft
Submitted Proposal
Negotiated Contract
Lessons Learned
Benefits Realisation Plan
Initiation & Planning
Develop Solution
Develop Proposal
Win /LossHandover &
Close
Sub-mit
Win Case
Initiation Planning Develop Solution
Develop Proposal
Win /LossHandover &
Close
Sub-
mit
Pre-
sent
BAFO
Business as Usual
Large Bids
Typical Bids
Small Bids
Pursuit Decision Preliminary Bid. BID Decision Submit Bid Approve Deal Close
A good process should be:• Scalable – size and type• Flexible – size and type• Repeatable – size and type• Documented
A good process should have • an owner• training available to inform, support and re-enforce• document based reviews - to control and add value• Milestones - with verifiable inputs and outputs
So Remember: Key Elements of a GoodProposal Development Process
14
understand common proposal reviews
assemble appropriate information for reviews
manage time to allow reviews and proposal amendment
Learning objectives for the Review Management topic
15 Choosing the right opportunities
Syllabus Requirement
Proposal Process Reviews
16
Blue Team Win StrategyBlack Team Competitive ReviewPink Team Storyboard ReviewRed Team Final Proposal ReviewGold Team Business Review / ApprovalWhite Team Lessons Learned
Common Proposal Reviews
17
Proposal TimelineProposal Timeline
Proposal Guide 222
Opportunity Assessment Capture Proposal
PlanningProposal
PreparationPost
Submittal Handover
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Common Proposal Reviews
18
Win StrategyBlue Team
Win StrategyBlue Team
Proposal TimelineProposal Timeline
Proposal Guide 222
Opportunity Assessment Capture Proposal
PlanningProposal
PreparationPost
Submittal Handover
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Common Proposal Reviews
19
Win StrategyBlue Team
Win StrategyBlue Team
Competitor StrategyBlack Hat
Competitor StrategyBlack Hat
Proposal TimelineProposal Timeline
Proposal Guide 222
Opportunity Assessment Capture Proposal
PlanningProposal
PreparationPost
Submittal Handover
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Common Proposal Reviews
20
Win StrategyBlue Team
Win StrategyBlue Team
Competitor StrategyBlack Hat
Competitor StrategyBlack Hat
Proposal Strategy or Storyboard
Pink Team
Proposal Strategy or Storyboard
Pink Team
Proposal TimelineProposal Timeline
Proposal Guide 222
Opportunity Assessment Capture Proposal
PlanningProposal
PreparationPost
Submittal Handover
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Common Proposal Reviews
21
Win StrategyBlue Team
Win StrategyBlue Team
Competitor StrategyBlack Hat
Competitor StrategyBlack Hat
Proposal Strategy or Storyboard
Pink Team
Proposal Strategy or Storyboard
Pink Team
Final DocumentRed Team
Final DocumentRed Team
Proposal TimelineProposal Timeline
Proposal Guide 222
Opportunity Assessment Capture Proposal
PlanningProposal
PreparationPost
Submittal Handover
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Common Proposal Reviews
22
Win StrategyBlue Team
Win StrategyBlue Team
Competitor StrategyBlack Hat
Competitor StrategyBlack Hat
Proposal Strategy or Storyboard
Pink Team
Proposal Strategy or Storyboard
Pink Team
Final DocumentRed Team
Final DocumentRed Team
Business CaseGold Team
Business CaseGold Team
Proposal TimelineProposal Timeline
Proposal Guide 222
Opportunity Assessment Capture Proposal
PlanningProposal
PreparationPost
Submittal Handover
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Common Proposal Reviews
23
Win StrategyBlue Team
Win StrategyBlue Team
Competitor StrategyBlack Hat
Competitor StrategyBlack Hat
Proposal Strategy or Storyboard
Pink Team
Proposal Strategy or Storyboard
Pink Team
Final DocumentRed Team
Final DocumentRed Team
Business CaseGold Team
Business CaseGold Team
Lessons LearntWhite Team
Lessons LearntWhite Team
Proposal TimelineProposal Timeline
Proposal Guide 222
Opportunity Assessment Capture Proposal
PlanningProposal
PreparationPost
Submittal Handover
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Information Required for Reviews• Win Strategy (Blue Team)
– Completed Sales, Opportunity and Capture Plans
– Draft Proposal Delivery Plan
• Competitor Strategy (Black Hat Thinking)– Opportunity information– Competitor information
• Proposal Strategy or Storyboard (Pink Team)– Proposal Outline and/or
Storyboards
• Final Document (Red Team)– Copy of customer request for
proposal– Working papers– Win strategy papers– Final draft of complete
proposal• Business Case (Gold Team)
– Internal approval forms• Lessons Learned
(White Team)– Internal feedback– Customer feedback
Pursuit Decision
Information Required for Reviews• Win Strategy (Blue Team)
– Completed Sales, Opportunity and Capture Plans
– Draft Proposal Delivery Plan
• Competitor Strategy (Black Hat Thinking)– Opportunity information– Competitor information
• Proposal Strategy or Storyboard (Pink Team)– Proposal Outline and/or
Storyboards
• Final Document (Red Team)– Copy of customer request for
proposal– Working papers– Win strategy papers– Final draft of complete
proposal• Business Case (Gold Team)
– Internal approval forms• Lessons Learned
(White Team)– Internal feedback– Customer feedback
Pursuit Decision Prelim. Bid
Information Required for Reviews• Win Strategy (Blue Team)
– Completed Sales, Opportunity and Capture Plans
– Draft Proposal Delivery Plan
• Competitor Strategy (Black Hat Thinking)– Opportunity information– Competitor information
• Proposal Strategy or Storyboard (Pink Team)– Proposal Outline and/or
Storyboards
• Final Document (Red Team)– Copy of customer request for
proposal– Working papers– Win strategy papers– Final draft of complete
proposal• Business Case (Gold Team)
– Internal approval forms• Lessons Learned
(White Team)– Internal feedback– Customer feedback
Pursuit Decision Prelim. Bid BID Decision
Information Required for Reviews• Win Strategy (Blue Team)
– Completed Sales, Opportunity and Capture Plans
– Draft Proposal Delivery Plan• Competitor Strategy
(Black Hat Thinking)– Opportunity information– Competitor information
• Proposal Strategy or Storyboard (Pink Team)– Proposal Outline and/or
Storyboards
• Final Document (Red Team)– Copy of customer request for
proposal– Working papers– Win strategy papers– Final draft of complete
proposal• Business Case (Gold Team)
– Internal approval forms• Lessons Learned
(White Team)– Internal feedback– Customer feedback
Pursuit Decision Prelim. Bid BID Decision Submit Offer
Information Required for Reviews• Win Strategy (Blue Team)
– Completed Sales, Opportunity and Capture Plans
– Draft Proposal Delivery Plan
• Competitor Strategy (Black Hat Thinking)– Opportunity information– Competitor information
• Proposal Strategy or Storyboard (Pink Team)– Proposal Outline and/or
Storyboards
• Final Document (Red Team)– Copy of customer request for
proposal– Working papers– Win strategy papers– Final draft of complete
proposal• Business Case (Gold Team)
– Internal approval forms• Lessons Learned
(White Team)– Internal feedback– Customer feedback
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal
Information Required for Reviews• Win Strategy (Blue Team)
– Completed Sales, Opportunity and Capture Plans
– Draft Proposal Delivery Plan
• Competitor Strategy (Black Hat Thinking)– Opportunity information– Competitor information
• Proposal Strategy or Storyboard (Pink Team)– Proposal Outline and/or
Storyboards
• Final Document (Red Team)– Copy of customer request for
proposal– Working papers– Win strategy papers– Final draft of complete
proposal• Business Case (Gold Team)
– Internal approval forms• Lessons Learned
(White Team)– Internal feedback– Customer feedback
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Guidance for Managing Reviews
Proposal Guide 222
Quick Quiz Question: Which is NOT an attribute of a good process?
a. Aligns with the prospect’s buying cycle
b. Having different processes for different prospects
c. Scalable
d. Uses document reviews at each milestone
Please select your answer in the Polling panel.
How did you do?
A good process should be:
• scalable – size and type• flexible – size and type• repeatable – size and type• documented
A good process should have:
• an owner• training available to inform, support and re-enforce • document based reviews - to control and add value• Milestones - with verifiable inputs and outputs
What would NOT be a good attribute of a good process, is something that means EVERY different type of bid should handled differently.
Quick Quiz Question: What is the decision made after Opportunity Assessment
a. The Pursuit Decision
b. Decision to Submit the Proposal
c. Validated Bid Decision
d. Acquire Vendor
Please select your answer in the Polling panel.
Let’s see how we answered
a. The Pursuit Decision is made after reviewing the opportunity assessment.
b. The Decision to Submit the Proposal is made as a result of the business approval or Gold Team review.
c. The Validated Bid Decision is made at the end of the Proposal Planning process.
d. The decision to Acquire a Vendor is not part of the Proposal Process.
Syllabus Requirement
Preparing for the eTorial Instructions for Process Management Exercise:• Review the Process topic in the Proposal Guide,
P187-193 • Refer to the ManCo case study and Figure 2 on
Page 189 of the Proposal Guide. Where are ManCo in their buying process?
• If you were bidding products to ManCo what bid activities would you be engaged in?
• Place your work in the Class Space.