TArticles tagged with: technical solution

12 Ways to mitigate proposal strategy review risks

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 Proposal Strategy Review Risks and recommended Mitigation Strategies: Proposal strategy review is not held. Hold a proposal strategy, storyboard, or pink team review approximately one-third of the way into the proposal life cycle. Not holding a review results in inconsistent messages communicated across the proposal or missing key win themes and substantiating evidence. Proposal is inconsistent with customer instructions. Verify your storyboards or strategy (writing plan) is consistent with the customer’s instructions for preparing the bid. No key personnel identified. By the proposal strategy review, storyboard, or pink team review, your company should have key personnel identified. If this risk is not mitigated, escalate it to the highest source. By the time the document is prepared for final review, all key personnel must be identified. … Continue reading 12 Ways to mitigate proposal strategy review risks

Continue reading...

11 Ways to mitigate final proposal document review risks

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 Final Proposal Document Review Risks and recommended Mitigation Strategies: No final document review. The company misses one of the most effective and inexpensive mechanisms for improving the proposal. Schedule a final document review as soon as possible. Document review is held too late in the proposal life cycle. Hold the final document review approximately two-thirds through the proposal life cycle. Reviewers are unprepared. Work with the reviewers in advance to verify they understand their roles, responsibilities, and time commitment. Help the reviewers by holding training or producing a brief training document. Eliminate any reviewer who from the review team who is unprepared or unable to provide an objective review. Review is unorganized or does not produce feedback that benefits writers. Hold one review team member … Continue reading 11 Ways to mitigate final proposal document review risks

Continue reading...

7 Ways to mitigate proposal business case review risks

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 Proposal Business Case Review Risks and recommended Mitigation Strategies: Business case in not consistent with the technical and management solution. Immediately correct the inconsistencies in both proposals. Assumptions are not documented. Define all known assumptions that could impact the price or operational delivery. Company is unable to meet the terms and conditions specified by the client. Document what terms and conditions you are unable to meet and why, if the customer is open, renegotiate the terms and conditions before submitting the proposal. If you are unable to meet the terms and conditions consider not bidding. Business case is too high risk for the company to support. Consider pulling the bid. Resulting profit margin is too high or low. Fix the profit margin so your bid … Continue reading 7 Ways to mitigate proposal business case review risks

Continue reading...

8 Ways to mitigate proposal post-production and lessons-learned risks

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 Proposal Post-production and Lessons-learned Risks and recommended Mitigation Strategies: Copies of the proposal not securely filed in a final production area, and proposal manager inadvertently uses wrong version to respond to post-production questions or clarifications. Copy the final files into a secure folder or area on the server and lock access to the proposal to a limited few. Instructions for responding to questions or clarifications not followed. Compliance check your responses to customer questions or clarifications. During negotiations, customer asks for benefits or concessions your company is unable to provide. Require company executives to determine if they will comply with the customer’s requests and how the requests affect the technical and business solutions. Lessons-learned session not held after proposal submission and after receiving customer debrief. … Continue reading 8 Ways to mitigate proposal post-production and lessons-learned risks

Continue reading...