TArticles tagged with: proposal manager

Pop Quiz – How Likely are You to Win Your Recompete?

A list of reasons why companies win recompetes

Pop Quiz – How Likely are You to Win Your Recompete? Table 1 contains a list of reasons why companies win recompetes. Take the quiz to determine how likely you are to win. Give yourself one point for every question you answer yes. Analyze your score and then click on the following links to learn more about winning recompetes. Table 1: Recompete Pop Quiz   If you scored 35 – 40: Congratulations, you have excellent chance of winning. If you scored 25 – 34: Identify those areas, you must tweak and improve your road to success. If you scored 15 – 24; Recalibrate your win strategy and plan to win. If you scored 5- 14; I hope you are not too late, build your win strategy and plan from scratch. If you score 0-4; Maybe you can get on a competitor’s team, you are unlikely to win. For additional information … Continue reading Pop Quiz – How Likely are You to Win Your Recompete?

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Tips for shredding RFPs quickly and accurately

Being able to shred RFPs and develop compliance matrices and outlines quickly is essential

Most companies want to minimize the time spent preparing Requests for Proposal (RFP) compliance matrices without skimping on accuracy. Typically, companies allow one to three days from the time they receive an RFP to the time the kickoff meeting occurs. Within that timeframe, proposal managers must also create kickoff slides, complete the proposal schedule, arrange team communications, prepare outlines and templates, and coordinate staff and logistics. So, being able to shred RFPs and develop compliance matrices and outlines quickly is essential. Consider these factors before selecting the most efficient path to shredding RFPs and developing compliance matrices and outlines. Is the RFP simple, or is it large and complex with multiple documents? Does the RFP follow a straightforward organization with defined sections for instructions, evaluation criteria, and a statement of work (SOW)? Does the RFP use key words such as will, shall, and must to identify requirements? Are the instructions, … Continue reading Tips for shredding RFPs quickly and accurately

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Agile Proposal Management – Proposal Team Roles

Agile practitioners value individuals and interactions over processes and tools

The Agile Manifesto talks about people, communications, the product, and flexibility. With respect to people, Agile practitioners value individuals and interactions over processes and tools. It takes a team to produce a winning proposal, and they must work together effectively through productive interactions. This does not mean that processes and tools are not important, but simply that the interaction between people on the team is more important. Team efforts to explore the requirements, work through solutioning, ghost the competition, and clearly identify corporate strengths is better accomplished through personal communication, brainstorming, and collaboration than by email, spreadsheets, documents, or automated analysis tools. Consider today’s tools that can generate the compliance matrix for you. When I use one, I still prepare my own compliance matrix, and often have another person do the same to compare our interpretations, cross-check each other, and to ensure complete comprehension. As you adopt an agile, Scrum approach … Continue reading Agile Proposal Management – Proposal Team Roles

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The 25% solution

This week, Brenda Crist described the 25% Solution and provides advice for proposal managers who become defacto capture managers once an RFP drops. I titled this post the 25% Solution because proposal managers often have little more than 25% of the solution completed before the request for proposal (RFP) drops. According to proposal best practices, by the time the RFP drops, a company should have: An established relationship with the client or at least a dialogue with the client A solution for performing the work or at least a concept of operations (CONOPS) A price-to-win (PTW) strategy or at least an idea of the customer’s budget Knowledge of the competition’s solution, PTW, or organizational capabilities Partners in place to help close solution gaps with signed non-disclosure agreements (NDA) Subject matter experts (SME) available and willing to help craft the solution When given a 25% solution, the proposal manager becomes a … Continue reading The 25% solution

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