Dear Proposal Doctor, My team has been locked in a room for the better part of a week with instructions to stay there until they, that is, we, have created a solution for an upcoming proposal. We don’t have a draft RFP to work from, but we have an outdated statement of work (SOW). Everyone has a different idea as to how to build the solution, and the discussion meanders with no end in sight in my natural lifetime. Although everyone involved is intelligent as well as competent, something is missing from this team, or we would have what we need by now. Without a solution, we cannot bid. As a lowly proposal manager, surrounded by people more technically knowledgeable than I am, how can I bring this process to closure? –In Solution Hell Dear In Solution, First of all, you are not in hell (for which there are different … Continue reading Ask Proposal Doctor – How to bring proposal solutioning to closure?
At the 2011 APMP International Conference, Lohfeld Consulting Group’s Managing Director Brenda Crist presented an informative session on mitigating proposal risks. Here are Brenda’s identified Solution Development Risks and recommended Mitigation Strategies: Does your solution meet the customer’s requirements for usability and navigation? Confirm that your company understands the user’s requirements for usability, navigation, and responsiveness. Test the solution to verify it meets the customer’s requirements and adds value to operations. Does your solution incorporate the customer’s required business logic? Test the solution to confirm it contains the business logic or rules needed to validate the customer’s data and system integrity. If needed, redesign the solution to fit the customer’s requirements. Explain how your solution will accomplish the customer’s requirements at best value and build advocacy. Does your solution provide a scalable, flexible, and available architecture for meeting the customer’s requirements? Gain an understanding of the customer’s current architecture and … Continue reading 10 Ways to mitigate proposal solution development risks