Transcription
Paige Frame,PresidentMcKinnon-MulherinBrad Douglas,EVP Global Strategy7 Characteristics ofEffective ProposalsWebinar Presented by:Callie Apt, Paige Frame, andCallie Apt,Director of ProposalsDomo Inc.Brad Douglas
Webinar OverviewOverview the best practices for proposal developmentReview each of the 7 characteristics common to qualityproposalsScore your own proposals – a checklistand scorecard2
How Many Bars do You See?
So What? Perception is everything! There may be more than one rightanswer. Customer expectations may vary. Think like the customer.
Peaks and valleys ofactivityRFP/RFQReleaseSubmitInefficient and ineffective!
RFP/RFQReleaseSubmitStarting sooner improved quality
Global Proposal Best Practices Study1999-PresentOver 420Over 110 (B2G,B2B; international,local)12 (Americas,Europe, AsiaPacific, MiddleEast, Africa)Over 6,400hours-- Extract fromProposal Assessment Study
What Benchmark Research Tells UsBenchmark Scoring: 0 – 6 pointsGreen: Met benchmark: Just short of or at benchmarkRed: At risk compared to benchmark--Extract from Shipley Associates’Proposal Assessment Study
Examining the 7 Pillars
Pillar 1: ComplianceHave all the bid request requirements and instructions been followed?RFP ParagraphHow manyuniquerequirementsin thisparagraph?4.3.2 Transition Plan & ResourcesOutline in general terms how you will commence operations if you are awarded the contract.Provide a high-level schedule showing the timing of transition activities from contract signingthrough to handover of services delivery. Provide an organization chart for your transition team,identifying roles of key resources. How many of the resources involved during transition will alsoform part of the on-going service delivery team? What are their responsibilities in each phase?Compliance ChecklistReferenceCompliance Requirement4.3.24.3.2Outline in general terms how you will commence operations.Provide a high-level schedule showing the timing of transition activities from contract signing through tohandover of services delivery.4.3.24.3.24.3.2Provide an organization chart for your transition team.Identify roles of key resources on the transition team.Identify resources involved during transition that will be part of the ongoing service delivery team.4.3.2Identify responsibilities of transition resources in each phase of the transition.
Pillar 2: ResponsivenessDoes the proposal clearly and directlyaddress the customer’s needs?We provide 24/7support.Supplier must provide24/7 support.You (customer) benefit from 24/7support at four locations around theworld, in each language required, with aresponse time of three minutes or less.
Pillar 3: Competitive FocusIs it obvious why this offer is better than competitor offers?
Competitive Focus Relies on DiscriminatorsOur WeaknessCustomer Needs ItCompetitor Has ItWe Don’t Have ItNeutral PositionCustomer Needs ItCompetitor Has ItWe Have ItNO!MAYBENO!Irrelevant PositionCustomer Doesn’t Need ItCompetitor Has ItWe Have ItYES!Our DiscriminatorsCustomer Needs ItCompetitor Doesn’t Have ItWe Have It
Pillar 4: Strategy
Win Strategy Formula1. Leverageour Strengths2. Mitigateour Weaknesses& Risks3. NeutralizeourCompetitors’Strengths4. Exploit ourCompetitors’Weaknesses5. Focus on ourDiscriminators
Pillar 5: Quality of WritingIs the writing customer focused, wellorganized, clear, and correct?
Pillar 6: VisualizationDo our graphics clearlycommunicate major sellingpoints?Does our caption support oursales message?Figure 6.5-1. Efficient Account Team Structure. With only three directreports and co-location with OSG, Ms. Natasha Bevans will focus exclusivelyon meeting OSG objectives.
Pillar 7: Page and Document DesignIs the proposal professional in appearance and easy to evaluate?
The 7 Characteristics Checklist Be compliant! Go beyond requirements – be responsive to needs Know the competitive landscape for competitive focus Emphasize discriminators – why us! Write to evaluators (customer), not yourself Make it easy for evaluators to find information Maximize visuals and action captions Use page design as a discriminator – make it easy to score Examine, review, and revise for quality
Paige Frame,PresidentMcKinnon-MulHerinBrad Douglas,EVP Global StrategyCallie Apt,Director of ProposalsDomo Inc.Questions &DiscussionThank you!
Director of Proposals Domo Inc. Webinar Overview. Overview the best practices for proposal development. Review each of the 7 characteristics common to quality proposals. . --Extract from Shipley Associates' Proposal Assessment Study. Examining the 7 Pillars. Pillar 1: Compliance
