TArticles tagged with: templates

Proposal production across the business development life cycle – phase 3 (Part 4 of 6)

In her previous post (Part 3 of 6), Briana Coleman, PPM.APMP discussed the key activities involved in Phases 1 and 2 of the typical business development (BD) life cycle: Phase 1 Opportunity identification and assessment Phase 2 Pursuit Phase 3 Pre-proposal preparation Phase 4 Proposal development Phase 5 Post-submittal In this post, she discusses the key production activities that you should perform in Phase 3 Pre-Proposal Preparation. 1. Begin drafting your production plan: proposal-specific In Phases 1 and 2 of the BD life cycle, you drafted a company production plan. In this phase, you’ll tailor that generic plan to your specific proposal and RFP. By this phase in the life cycle, you have likely received a draft RFP from the client, or you have put together a strawman RFP of your anticipated requirements. Using these draft documents, update your plan to reflect any nuances of the customer, e.g., specified font … Continue reading Proposal production across the business development life cycle – phase 3 (Part 4 of 6)

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Proposal production across the business development life cycle – phases 1 and 2 (Part 3 of 6)

In her previous post (Part 2 of 6), Briana Coleman, PPM.APMP outlined a typical business development (BD) life cycle with five phases: Phase 1 Opportunity identification and assessment Phase 2 Pursuit Phase 3 Pre-proposal preparation Phase 4 Proposal development Phase 5 Post-submittal In this post, she discusses the key production activities you should perform in Phases 1 and 2. Remember, these are the activities you should be performing before you ever have a real proposal on your plate. There are two main activities that you should accomplish in this phase. 1. Document your production plan Your production war plan is not something to be written in an afternoon and put on a shelf. It requires numerous trade-off assessments, decisions, and training of staff when it is complete. The goal of the production plan is to ensure that you have thought through all elements of production—desktop publishing, editing, graphics, printing, and … Continue reading Proposal production across the business development life cycle – phases 1 and 2 (Part 3 of 6)

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Don’t make these mistakes – 12 past performance lessons learned

Here are some of our Lohfeld Consulting Group team’s top past performance-related lessons learned from our collective experience managing and submitting thousands and thousands of proposals over our careers. In terms of populating your past performance repository (every company must have one), enforce a company-wide policy for project/program managers (PM) to develop detailed past performances for every project. Enforce the policy, update the past performances every 6 months, and provide PMs with incentives for compliance. Develop comprehensive templates for collecting past performance information in an effort to answer likely solicitation questions. For example, ask PMs to define objectives achieved, schedule compliance, cost compliance, businesslike concern for customer interests, problem resolution, tools/technologies, etc. Before asking PMs to update past performance descriptions, provide them with training and instructions. All past performance summaries must be accomplishment oriented. They should indicate what you did and how well you did with lots of factoids and … Continue reading Don’t make these mistakes – 12 past performance lessons learned

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30 must-have data elements for proposal past performance templates

Over the years, I’ve developed a proposal past performance contents template that combines requested past performance write-up contents from hundreds of government requests for proposals (RFP). Here are the items I typically include in a master past performance write-up – which can then be cut down and tailored as needed. Contract name Project name Customer name Standard industrial code Task/delivery order number (if applicable) Task period of performance (if applicable) Classified/non-classified Contracted contract value Actual contract value (and explanation of any variance) Contracted task value (if applicable) Actual task value (and explanation of any variance) (if applicable) Award fee (if applicable) Subcontractor(s) names and contact information (if applicable) Percentage of work performed by subcontractor(s) (if applicable) Total contract labor hours Total task labor hours (if applicable) Program manager (if applicable) Project manager (if applicable) Key staff names (if applicable) Last date used as past performance reference and/or questionnaire completed Software … Continue reading 30 must-have data elements for proposal past performance templates

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