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

#APMP2016

#APMP2016

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

Patrick Hofstadt

Lukas Pohl

#APMP2016

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

#APMP2016

Speakers – Lukas Pohl

@work

• 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

@home

• Passionate soccer player

• Attended 500 soccer gamesin more than 15 countries

• Fitness training

• Spending time with mynephew

#APMP2016

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

#APMP2016

BID MANAGEMENTAND KNOWLEDGE TRANSFER

#APMP2016

Bid Management and knowledge transfer

Training expenditures in the US Figures from Germany

0

10

20

30

40

50

60

70

80

2012 2013 2014 2015

in billion $

Total Training Expenditures Training Staff Payroll

Outside Products and Services

#APMP2016


Learning from one‘sco-worker

Proposal writing fortechnicians– made easy

Asking the media

Investments at peak level Writing proposals, made

playfully simple

#APMP2016

• 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

#APMP2016

CHALLENGESIN BID MANAGEMENT

#APMP2016

Challenges in Bid Management

#APMP2016


Name something that is repeatedly a challenge when writing a proposal

document as a team.

#APMP2016


Short-term nature

Alternating teams

Availabilities

Low-priority activity

Geographically dispersed teams

#APMP2016

REQUIREMENTS FOR KNOWLEDGETRANSFER

#APMP2016

Requirements for knowledge transfer

Quickly and easily

(„playfully“) learnable

Practical and striking

Modular composition

Interactive

#APMP2016

MODULES OFKNOWLEDGE TRANSFER

#APMP2016

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

#APMP2016


Application of playful components decreases in accordancewith possible degree of structuring

#APMP2016


Establishment ofvigilance, increasingactivity level

Eye-openers, challenging currentassumptions

Motivation and easedknowledge transfer

#APMP2016

EXAMPLES FOR THEUSE OF PLAYFUL ELEMENTS

#APMP2016

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)

#APMP2016


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

#APMP2016


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

#APMP2016


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

#APMP2016


Let the games begin

&Style bloom wall

Word comments&

#APMP2016


Style bloom wall

#APMP2016

Examples for the use of playful elementsActive/Passive Voice Clichés

Superlatives Impressive or persuasive?

Syntax and ambiguity Abbreviations

#APMP2016


After the user documentation is provided, the final

inspection will begin.

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

persuasive?• Syntax and ambiguity• Abbreviations

#APMP2016




#APMP2016


The PM of the RN is responsible for the new ATM

software and holds several

certifications, e.g. SCM, SCJP and

CPP APMP.



#APMP2016




#APMP2016


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.



#APMP2016




#APMP2016


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.



#APMP2016




#APMP2016


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



#APMP2016




#APMP2016

Word Comments


#APMP2016


#APMP2016


Proposal Manager

#APMP2016


#APMP2016


Proposal Manager

#APMP2016


#APMP2016


Proposal Manager

#APMP2016


#APMP2016


Proposal Manager

#APMP2016


#APMP2016


Proposal Manager

#APMP2016


#APMP2016


„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.“

#APMP2016


„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.“

#APMP2016


„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.“

#APMP2016


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

strategic fit.“

#APMP2016

REFERENCE: ADESSO AG

#APMP2016

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 $

#APMP2016

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

#APMP2016

CONCLUSION

#APMP2016

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....

Documents

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