Articles tagged with : winning proposal

Winning solutions begin with a winning proposal team

Crafting a winning solution is an intellectual challenge, but it is also a team challenge. No proposal is won by an “I”; all are won by a team. Yet no matter how many masterminds you assemble, the proposal team is often its own worst enemy. As a proposal or capture manager, how many times have you thought you did everything right? You develop the win strategy, win themes and discriminators; shred, outline and storyboard the RFP; pick solid teaming partners and issue data calls; and assemble a team of experts to architect, write and review…only to result in a color team draft that offers a non-compelling or even non-compliant solution. With a proposal draft that does not reflect the winning vision, what happened? Let’s step back from the proposal solution, and take a look at the team. Proposal teams are short-term, often hastily assembled, and face enormous time constraints. People...

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Do’s and don’ts of lowering your proposal costs

I used to think that no one would have the audacity to say you’re spending too much on proposals as long as you were winning. With companies falling short of revenue goals, however, most certainly there will be downward pressure on all operating costs, including proposals costs. There are easily 50 ways to reduce proposal costs, but regrettably 45 of these will also lower your win rate. The challenge is to reduce proposal costs without reducing your win rate. We have done a lot of work on win rates and ways to reduce proposal costs. Here are some ideas that work and some that don’t. Compensation levels for proposal professionals With few exceptions, reducing proposal costs is all about reducing the total amount of labor needed to create a winning proposal, not reducing the hourly rate paid to the workforce. In the proposal field, you pretty much get what you pay...

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Best of AppMaven 2012: PC/iPad tools and apps that deliver on a shoestring budget

Association of Proposal Management Professionals (APMP) Bid & Proposal Con 2012 Presentation

Proposal gurus fuse many specialized elements to develop winning proposals. Leverage AppMaven’s time and effort-reducing PC tools, iPad apps, and tricks to develop and manage your proposals more efficiently and effectively. This real-time demo presents the “best of” Beth’s 2010 and 2011 APMP Intl. and Regional Conferences demos of cost-effective PC/iPad tools & apps – plus new tools and apps – and provides reliable tips and advice on using them to increase your winning proposal capabilities. Many tools are inexpensive/free and useful for one-person to large proposal organizations (commercial and government) developing small to large proposals and task order responses. Download the booklet - AppMaven's Favorite PC and iPad Tools 2012_Beth Wingate you can use every day to reduce the time it takes to do your job. Refine your proposal development and management capabilities using these tools and create proposal magic on a shoestring budget! Download AppMaven 2012_APMP Bid and...

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3 Keys to Creating Winning Proposals

A defined and efficient process is essential to success.

Creating winning proposals is not the same as writing a proposal. Anyone can write a proposal for government work, given enough time and resources. However, only one bidder writes the winning proposal. The best proposals have three things in common: They are directed and written by talented people experienced at writing proposals. They follow a similar, defined process. They are designed in an environment that creates proposals efficiently. Your capture and proposal managers bring necessary skills to plan, staff, lead and control your capture campaign and develop your competitive proposal. They work as a team and understand each member's role. The capture manager leads the campaign, and the proposal manager comes in before a request for proposals is released to focus on developing the proposal. This team knows that the first step is developing a winning solution. During the capture phase and preproposal phases they work together to: Create a...

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