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Proposal Preparation Map - WBS
- Proposal Preparation Overview
- Proposal Preparation Challenges
- Insufficient Capture Planning
- Incomplete Statements of Work
- Design-Build and Performance Based Contracts
- Not enough time to Prepare Proposals
- Departmental Silos
- Key Factors to Winning
- Use a structured and schedule process
- Brainstorming session
- Kickoff meeting
- Red Team
- Gold Team
- What should you always do in a task order proposal?
- Comply with RFP requirements
- Differentiate Company - why are we better
- Tell them what we are going to do - in detail
- For each major feature of work - who, what.....
- State facts and give details
- Graphics - must send the right message
- Before you start writing
- Prepare a Proposal Compliance Matrix
- Create proposal outline
- Follow RFP requirements in sequence
- For each section
- Identify key messages and themes
- Know the answer to who, what, where, when, how, and why - be very specific
- Identify proofs for our approach - be very specific
- Plan graphics carefully
- Knowledge
- Position opportunity prior to receiving the Request for Proposal
- Engage with client to position opportunity
- Competitive Knowledge
- Key Personnel
- A strong project team organization and resumes
- Subcontractors with good reputations and experience at facility
- Understanding of project objectives and requirements...from client perspective
- Define Scope of work in Statement of Work....absolutely no scope creep in proposal
- Develop a winning technical strategy to solve the Government's problem
- Understand client
- Understand problem from client perspective
- Identify client hot-buttons
- What technology does the client like
- Past Performance
- Past performance demonstrating similar and relevant work in the past three years
- Technical Strategy
- Responsibilities for all Parties
- Schedule
- Plan
- Quality Assurance Plan
- Communications Plan
- Work Plan/Technical Approach - items in SOW
- A plan to mitigate risks - client and project risks
- List of assumptions and deviations
- Technologies used
- Warranty Policy
- Management Approach
- Before Request for Proposal
- Technical Approach
- Identify and evaluate technical options
- State in the proposal the technical options we have evaluated and why they will not work
- Show where technical approach has worked on previous projects (not unproven technologies)
- Identify key challenges
- Identify the technical solution
- Faster, better, cheaper
- Know competition
- What technical solution will the competitors propose - can we ghost them in the proposal
- Subcontractors
- Make versus buy analysis
- Identify key subcontractors that can help win project
- Identify Past Performance Projects - create project descriptions to demonstrate expertise
- After Request for Proposal
- Finalize win themes
- Identify client hot-buttons
- Win themes address client hot buttons
- Identify the feature - benefit - proof
- Review and understand Request for Proposal
- Conduct Project Delivery Planning Meeting - kick-off meeting
- Perform Scope Management Planning Processes
- Collect Requirements
- Define Scope
- Create wbs
- Prepare system diagrams to graphically depict technical approach
- Identify features and benefits of technical approach
- Description of solution
- Supporting Data
- Pricing Strategy
- A winning cost strategy
- Highest possible price that can still win the project
- Utilize local resources to minimize travel and per diem costs
- Evaluate self-performance versus subcontracting
- Writing the Proposal
- Discriminators
- People/Skills
- Expertise/Experience
- Customer/Base
- Products/Services
- Brand/Reputation
- Systems/Processes
- Service
- Technology
- Delivery/Execution
- Organization
- Win Themes
- Incorporate into the proposal text
- Win Theme examples
- Unique Shaw technology discriminators
- Faster, better, cheaper approaches
- Site familiarity / institutional knowledge
- Same proven team
- Regulatory knowledge / relationships
- Managing client risks
- Providing solutions to client problems
- Proposal Text
- Writing the Proposal Text
- Use simple language
- Use simple sentence structure - subject, verb, object
- Use active voice
- Spell check and grammar check
- For each section
- Who
- What
- Where
- When
- How
- Why
- Proof
- Best proof - we have done it successfully for this client at this site
- Next best - we have done it successfully for this client at another site
- Next Best - we have done it successfully for a different client within the same regulatory framework
- List numbers of similar projects and successes with approach
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