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    Satya Narayana Satya Narayana
    This document outlines a company's proposal to implement an integrated proposal tool to improve its government contract bidding process. It describes the current situation of using outdated, stove-piped tools and a lack of collaboration. The target solution proposes an integrated information environment that facilitates the workflow across the identification, qualification, proposal, and delivery processes. It would provide real-time access to information, support overlapping projects, and leverage subject matter experts. The document evaluates alternatives based on their ability to integrate content and workflow across the full proposal development and management process.

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    Uploaded by

    Satya Narayana Satya Narayana
    15 views15 pages
    This document outlines a company's proposal to implement an integrated proposal tool to improve its government contract bidding process. It describes the current situation of using outdated, stove-piped tools and a lack of collaboration. The target solution proposes an integrated information environment that facilitates the workflow across the identification, qualification, proposal, and delivery processes. It would provide real-time access to information, support overlapping projects, and leverage subject matter experts. The document evaluates alternatives based on their ability to integrate content and workflow across the full proposal development and management process.

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    This document outlines a company's proposal to implement an integrated proposal tool to improve its government contract bidding process. It describes the current situation of using outdated, stove-piped tools and a lack of collaboration. The target solution proposes an integrated information environment that facilitates the workflow across the identification, qualification, proposal, and delivery processes. It would provide real-time access to information, support overlapping projects, and leverage subject matter experts. The document evaluates alternatives based on their ability to integrate content and workflow across the full proposal development and management process.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as ppt, pdf, or txt
    15 views15 pages

    Index

    Uploaded by

    Satya Narayana Satya Narayana
    This document outlines a company's proposal to implement an integrated proposal tool to improve its government contract bidding process. It describes the current situation of using outdated, stove-piped tools and a lack of collaboration. The target solution proposes an integrated information environment that facilitates the workflow across the identification, qualification, proposal, and delivery processes. It would provide real-time access to information, support overlapping projects, and leverage subject matter experts. The document evaluates alternatives based on their ability to integrate content and workflow across the full proposal development and management process.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
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    of 15

    Proposal Tools

    Agenda
    Common Process Definition Current Situation Target Solution Evaluation Criteria

    Sales Process
    Identify
    Sales Exec

    Sales Process Qualify Propose


    Capture Manager Proposal Manager Proposal Team

    Deliver

    Senior Ops. Manager

    Solution Manager

    Solution Team

    Account Manager

    Competitive Analyst

    Finance, HR, Legal

    Delivery Team

    Current Situation
    Sales Process Identify
    -1

    Qualify
    Capture/Proposal Process
    1

    Propose
    3

    Deliver
    5

    Target Identification

    Opportunity Validation

    Positioning

    Win Strategy Development

    Concept of Operations

    Bid/Proposal Development

    Post-Submittal

    Outdated/stove-piped tools Uneven application of corporate processes Lack of collaboration for identification/validation/solutions Wasted bid/proposal investments Inadequate Win Rates

    Challenges
    Timely access to the right information Enabling strategic decisions for short procurement cycles Sustaining solution development through long procurement cycles Managing information flow through capture process

    Evolution of tools
    Shared file servers
    Restricted access Manual version control

    Document management systems


    Improved version control Manual workflow management

    Sales force automation


    Improved individual productivity Limited functionality for proposal process

    Target Solution
    Sales Process Identify
    -1

    Qualify
    Capture/Proposal Process
    1

    Propose
    3

    Deliver
    5

    Target Identification

    Opportunity Validation

    Positioning

    Win Strategy Development

    Concept of Operations

    Bid/Proposal Development

    Post-Submittal

    Gate A Gate A Review Review

    Gate B Gate B Review Review

    Gate C Gate C Review Review

    White White Papers Papers

    Gate D Gate D Review Review

    Win Win Strategy Strategy Solutions Solutions

    Gate E Gate E Review Review CONOPS CONOPS

    Gate F Gate F Review Review Final Final Proposal Proposal

    Lessons Lessons Learned Learned Win/Loss Win/Loss Analysis Analysis

    Customer Customer Mission Mission

    Milestone Milestone Schedule Schedule

    Integrated Information Environment


    Capture Capture Plan Plan Teaming Teaming Agreements Agreements Proposal Proposal Plan Plan

    Oral Oral Presentations Presentations

    Relationship Competitors Relationship Competitors Plans Plans

    Metrics Metrics

    Facilitated Workflow
    -1 0 Capture/Proposal Process 1 2 3 4 5
    Target Identification Opportunity Validation Positioning

    Win Strategy Development Program/ Concept of Operations Bid/Proposal Development Post-Submittal

    Gate A Gate A Review Review

    Gate B Gate B Review Review

    Gate C Gate C Review Review

    White White Papers Papers

    Gate D Gate D Review Review

    Win Win Strategy Strategy Solutions Solutions

    Gate E Gate E Review Review CONOPS CONOPS

    Gate F Gate F Review Review Final Final Proposal Proposal

    Real time information access Support overlapping projects Leverage subject matter expert participation Build knowledgebase
    Lessons Lessons Learned Learned Win/Loss Win/Loss Analysis Analysis Oral Oral Presentations Presentations Metrics Metrics

    Customer Customer Mission Mission

    Milestone Milestone Schedule Schedule

    Integrated Information Environment


    Capture Capture Plan Plan Teaming Teaming Agreements Agreements Proposal Proposal Plan Plan

    Relationship Competitors Relationship Competitors Plans Plans

    Identify
    Government Contract Capture/Proposal Process -1 0 1 2 3 4 5
    Target Identification Opportunity Validation Positioning

    Win Strategy Development Concept of Operations Bid/Proposal Development Post-Submittal

    Research markets Identify customers Identify opportunities Develop relationship plans

    Sales Manager

    Marketing/ Salesperson

    Gate A Gate A Review Review

    Gate B Gate B Review Review

    Gate C Gate C Review Review

    White White Papers Papers

    Gate D Gate D Review Review

    Win Win Strategy Strategy Solutions Solutions

    Gate E Gate E Review Review CONOPS CONOPS

    Gate F Gate F Review Review Final Final Proposal Proposal

    Lessons Lessons Learned Learned Win/Loss Win/Loss Analysis Analysis

    Customer Customer Mission Mission

    Milestone Milestone Schedule Schedule

    Integrated Information Environment


    Capture Capture Plan Plan Teaming Teaming Agreements Agreements Proposal Proposal Plan Plan

    Oral Oral Presentations Presentations

    Relationship Competitors Relationship Competitors Plans Plans

    Metrics Metrics

    Qualify
    Government Contract Capture/Proposal Process -1 0 1 2 3 4 5
    Target Identification Opportunity Validation Positioning

    Win Strategy Development Program/ Concept of Operations Bid/Proposal Development Post-Submittal

    Client Profile Competition Positioning Teaming Resources

    Capture Manager

    HR, Financial, Competitive Legal Solution Team Analyst

    Solution Manager

    Gate A Gate A Review Review

    Gate B Gate B Review Review

    Gate C Gate C Review Review

    White White Papers Papers

    Gate D Gate D Review Review

    Win Win Strategy Strategy Solutions Solutions

    Gate E Gate E Review Review CONOPS CONOPS

    Gate F Gate F Review Review Final Final Proposal Proposal

    Lessons Lessons Learned Learned Win/Loss Win/Loss Analysis Analysis

    Customer Customer Mission Mission

    Milestone Milestone Schedule Schedule

    Integrated Information Environment


    Capture Capture Plan Plan Teaming Teaming Agreements Agreements Proposal Proposal Plan Plan

    Oral Oral Presentations Presentations

    Relationship Competitors Relationship Competitors Plans Plans

    Metrics Metrics

    Propose
    Government Contract Capture/Proposal Process -1 0 1 2 3 4 5
    Target Identification Opportunity Validation Positioning

    Win Strategy Development Concept of Operations Bid/Proposal Development Post-Submittal

    Templates Content Development Document Control Workflow Management Compliance Quality

    Proposal Manager

    Proposal Team

    Finance, HR, Legal

    Solution Manager

    Solution Team

    Gate A Gate A Review Review

    Gate B Gate B Review Review

    Gate C Gate C Review Review

    White White Papers Papers

    Gate D Gate D Review Review

    Win Win Strategy Strategy Solutions Solutions

    Gate E Gate E Review Review CONOPS CONOPS

    Gate F Gate F Review Review Final Final Proposal Proposal

    Lessons Lessons Learned Learned Win/Loss Win/Loss Analysis Analysis

    Customer Customer Mission Mission

    Milestone Milestone Schedule Schedule

    Integrated Information Environment


    Capture Capture Plan Plan Teaming Teaming Agreements Agreements Proposal Proposal Plan Plan

    Oral Oral Presentations Presentations

    Relationship Competitors Relationship Competitors Plans Plans

    Metrics Metrics

    Manage
    Government Contract Capture/Proposal Process -1 0 1 2 3 4 5
    Target Identification Opportunity Validation Positioning

    Win Strategy Development Program/ Concept of Operations Bid/Proposal Development Post-Submittal

    Pipeline Management Win Probability Forecasting Resource Utilization

    Gate A Gate A Review Review

    Gate B Gate B Review Review

    Gate C Gate C Review Review

    White White Papers Papers

    Gate D Gate D Review Review

    Win Win Strategy Strategy Solutions Solutions

    Gate E Gate E Review Review CONOPS CONOPS

    Gate F Gate F Review Review Final Final Proposal Proposal

    Lessons Lessons Learned Learned Win/Loss Win/Loss Analysis Analysis

    Customer Customer Mission Mission

    Milestone Milestone Schedule Schedule

    Integrated Information Environment


    Capture Capture Plan Plan Teaming Teaming Agreements Agreements Proposal Proposal Plan Plan

    Oral Oral Presentations Presentations

    Relationship Competitors Relationship Competitors Plans Plans

    Metrics Metrics

    Evaluation Criteria
    Identify Sales Process Qualify Propose Deliver

    Evaluating Proposal Tools

    Gate A Gate A Review Review

    Gate B Gate B Review Review

    Gate C Gate C Review Review

    White White Papers Papers

    Gate D Gate D Review Review

    Win Win Strategy Strategy Solutions Solutions

    Gate E Gate E Review Review CONOPS CONOPS

    Gate F Gate F Review Review Final Final Proposal Proposal

    Lessons Lessons Learned Learned Win/Loss Win/Loss Analysis Analysis

    Customer Customer Mission Mission

    Milestone Milestone Schedule Schedule

    Integrated Information Environment


    Capture Capture Plan Plan Teaming Teaming Agreements Agreements Proposal Proposal Plan Plan

    Oral Oral Presentations Presentations

    Relationship Competitors Relationship Competitors Plans Plans

    Metrics Metrics

    Evaluating Alternatives
    Features for all functional areas marketing, sales, capture, proposal development, delivery Integrates content with workflow Provides broad management visibility into process

    Thank you!

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