Home

Proposal  Management

Management

Training

Support

Technical Project Management

Consulting

Staffing & Mentoring

Training

Tools

Methodology & Beliefs

Partners

Contact Us

Managing Winning Proposals

Managing the Development of a Winning Proposal ... Each and Every Time

Winning new business in today’s competitive environment requires skilled management of the every phase of the competitive lifecycle combined with a tried and true proposal management process.  Winning requires proper execution of pre-solicitation activities and effective management of the proposal development process.

This course provides you with hands on experience in implementing best practices to make the competitive new business development process successful each and every time.

In addition to learning a tried and true process and how to manage it you will learn how to tailor the process to make it more effective for your organization.

This three-day exercise intensive course provides an end-to-end overview of the proposal management process.  The course uses a threaded exercise to create a simulated competitive proposal development environment in which you will manage a competitive solicitation from opportunity identification to proposal development.  In doing so you will gain new skills and techniques you need to successfully manage the competitive response process.

Course Overview

The course provides an intensive overview of managing competitive proposals throughout the competitive lifecycle from initial opportunity identification through successful delivery of a winning proposal.

The course is designed to familiarize you with best practices in competitive solicitation management that you can immediately employ in your business development efforts.

After completing this course you will have an excellent understanding of how to manage a competitive proposal to ensure a successful delivery with a high probability of selection each and every time.

Course Format

The course is three-days in length and based on a threaded case study using a simulated RFP response as well as additional focused exercises.

Interactive lecture sessions and discussion are used to prepare participants between lifecycle phases.  The course is highly experiential so students learn by doing.

Who Should Attend

Proposal Managers, Business Development Managers, Capture Managers, Proposal Writers, and anyone involved in the development of competitive business opportunities.

You Will Learn

·      The competitive lifecycle from initial opportunity identification to new business delivery

·      The roles of the new business management players (Executive Management, New Business Development Manager, Capture Manager, Proposal Manager, Book Bosses, etc.)

·      How to Identify Competitive Opportunities

·      How to Identify Strategic and Tactical Actions to Improve Your Competitive Position in the Short and Long Terms

·      How to Set Up and Run a Winning Proposal Center

·      How to Organize and Manage The Entire Competitive Effort

·      How to Conduct a Complete Competitive Analysis Using Blue Sheets and SWOT

·      How to Perform a Thorough RFP Analysis

·      How to Manage Development of the Offering Definition

·      How to Manage Every Aspect of the Proposal Writing Phase

·      How to Manage the Orals Phase of the Proposal

·      What Post Proposal Actions You Should Take to Benefit Your Organization on Future Proposals

Course Outline

·      Introduction & Overview

·      The Competitive Environment & Lifecycle

§      Pre-Solicitation

§      Proposal Development

§      Post Proposal

·      New Business Development

§      Roles & Responsibilities

§      Establishing & Managing a Winning Proposal Center

·      Managing the Competitive Process

·      Using Reviews Effectively (Red Team, etc.)

·      The Ongoing New Business Development Process

§      Identifying & Assessing Opportunities

§      Gathering Intelligence & Building Relationships

§      Converting Competitive Opportunities to Sole-Source

§      Using Decision Points

·      Before the RFP

§      Performing a Competitive Analysis (SWOT)

§      Establishing a Proposal Schedule & Budget

§      Determining the Winning Price

·      Managing Proposal Development

§      Understanding How to Win

§      Defining Your Initial Offering

§      Using a Design to Cost Approach

§      Developing the Win Strategy & Themes

§      Developing & Managing Artwork & Figures

§      Managing the Writing Process

§      Controlling & Managing Changes

§      Managing the Development of Orals

§      Preparing for Orals / Orals Coaching

§      Ensuring Compliance

·      Producing A Winning Proposal

·      Managing Post Proposal

§      The Proposal is in – Now What?

§      Managing a Best and Final Offer (BAFO)

§      Proposal Negotiations

§      How to Benefit the Next Proposal Effort

Send mail to webmaster@projtechinc.com with questions or comments about this web site.
Copyright © 2003 ProjTech, Inc.
Last modified: 01/18/03