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Accreditation Programme
Choosing the Right Opportunities
Session 2: Proposal Process
Management
Opportunity Qualification
Proposal Process Management
Review Management
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Direct Strategic Direction and Bid Decisions
Qualify
Manage
Deliver
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Direct Strategic Direction and Bid Decisions
Qualify
Develop Develop Develop Present & Learn
Strategy Solution Proposal Negotiate Lessons
Manage Proposal Management and Reviews
Deliver
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Direct Strategic Direction and Bid Decisions
Qualify
Develop Develop Develop Present & Learn
Strategy Solution Proposal Negotiate Lessons
Manage Proposal Management and Reviews
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Direct Strategic Direction and Bid Decisions
Qualify
Develop Develop Develop Present & Learn
Strategy Solution Proposal Negotiate Lessons
Manage Proposal Management and Reviews
Small Bids
Typical Bids
Large
Bids
Outputs
Submitted
Proposal
Negotiated
Contract
The process should be flexible ...
Pursuit Decision Preliminary Bid. BID Decision Submit Bid Approve Deal Close
Typical Bids
Large
Bids
Outputs
Outline Business Win Strategy / Submitted
Lessons Learned
Case Project Approach Proposal
Initial Solution & Negotiated
Project Brief Contract
Price to Win
… repeatable by size and type
Pursuit Decision Preliminary Bid. BID Decision Submit Bid Approve Deal Close
Outputs
Outline Business Win Strategy / Proposal Detailed Business Submitted
Lessons Learned
Case Project Approach Strategy Case Proposal
Initial Solution & Proposal Stage Proposal Final Negotiated
Project Brief Plan Draft Contract
Price to Win
... adjustable to time available
Pursuit Decision Preliminary Bid. BID Decision Submit Bid Approve Deal Close
BAFO
Sub-
sent
Pre-
mit
Bids Initiation Planning Handover &
Solution Proposal
Close
Outputs
Outline Business Win Strategy / Proposal Detailed Business Submitted
Lessons Learned
Case Project Approach Strategy Case Proposal
Initial Solution & Proposal Stage Proposal Final Negotiated Benefits
Project Brief Plan Draft Contract Realisation Plan
Price to Win
So Remember: Key Elements of a Good
Proposal Development Process
16
Common Proposal Reviews
Opportunity Proposal Proposal Post
Capture Handover
Assessment Planning Preparation Submittal
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Proposal Timeline
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Proposal Timeline
Win
Strategy
Blue Team
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Proposal Timeline
Win
Strategy
Blue Team
Competitor
Strategy
Black Hat
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Proposal Timeline
Win Proposal Strategy
Strategy or Storyboard
Blue Team Pink Team
Competitor
Strategy
Black Hat
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Proposal Timeline
Win Proposal Strategy Final
Strategy or Storyboard Document
Blue Team Pink Team Red Team
Competitor
Strategy
Black Hat
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Proposal Timeline
Win Proposal Strategy Final
Strategy or Storyboard Document
Blue Team Pink Team Red Team
Competitor Business
Strategy Case
Black Hat Gold Team
Pursuit Decision Prelim. Bid BID Decision Submit Offer Approve Deal Close
Proposal Timeline
Win Proposal Strategy Final Lessons
Strategy or Storyboard Document Learnt
Blue Team Pink Team Red Team White Team
Competitor Business
Strategy Case
Black Hat Gold Team
c. Scalable
• an owner
• training available to inform, support and re-enforce
• document based reviews - to control and add value
• Milestones - with verifiable inputs and outputs
Quick Quiz Question: What is the decision
made after Opportunity Assessment
a. The Pursuit Decision
d. Acquire Vendor
b. The Decision to Submit the Proposal is made as a result of the business approval or
Gold Team review.
c. The Validated Bid Decision is made at the end of the Proposal Planning process.
Syllabus Requirement
Preparing for the eTorial
Instructions for Process Management
Exercise:
• Review the Process topic in the Proposal Guide,
P187-193
• Refer to the ManCo case study and Figure 2 on
Page 189 of the Proposal Guide. Where are ManCo
in their buying process?
• If you were bidding products to ManCo what bid
activities would you be engaged in?
• Place your work in the Class Space.