Proposal Preparation Map WBS
 
 
 
 

Proposal Preparation Map - WBS

Il y a 2 ans par : MatchWare
 
 
  • 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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