Kickoff Meeting Briefing Welcome and Introductions Management Remarks Opportunity Overview Customer Background Competitive Assessment Proposal Strategy Proposal Schedule Solution Approach Immediate Objectives/Next Meeting

Opportunity Name Date and Presenter

Welcome and Introductions

Proposal Name Team member member

Management Remarks

Executive Summary* Opportunity Overview Customer Overview Competitive Position Summary Summary of Our Solution Opportunity Strategy Strategic Value to Us * Hand Out Executive Summary

Opportunity Overview/Customer Background

Opportunity Description ELEMENTS DESCRIPTION Customer Opportunity Summary Key Requirements Deliverables Budget and Fiscal Year Funding Profile Schedule Type of Contract Other: (Specify)

Customer Profile Organization and Key Personnel Purchasing or Buying Process Evaluation Process Buying History and Trends

Customer Issues / Hot Buttons TECHNICAL ISSUES MANAGEMENT ISSUES COST ISSUES HOT BUTTONS

Competitive Assessment

Competitive Position Assessment Use a combination of a bidder comparison tool and SWOT where key issues and evaluation criteria are assigned weight and competitors are scored in each area using a weighted score.

Competitor Intelligence FOR EACH COMPETITOR INCLUDING US OUR COMPANY COMPETITOR A COMPETITOR B Customer Relationship Customer Perception Probable Offering Key Need 1 Key Need 2 Key Need 3 Key Need 4

Competitor Intelligence FOR EACH COMPETITOR INCLUDING US COMPETITOR C COMPETITOR D COMPETITOR E Customer Relationship Customer Perception Probable Offering Key Need 1 Key Need 2 Key Need 3 Key Need 4

Competitor Intelligence FOR EACH COMPETITOR INCLUDING US COMPETITOR C COMPETITOR D COMPETITOR E Customer Relationships Customer Perception Probable Offering Pricing Approach Customer Champions Customer Detractors

Competitor Intelligence STRENGTHS WEAKNESSES GHOSTS

Proposal Strategy/Themes

Proposal Strategy Offer a strong technical alternative Keep our management approach simple and straight forward Stress our team strengths zzz Ghost competition’s weaknesses yyy Have the lowest cost

Win Themes zzz.

Proposal Schedule

Proposal Schedule RFP Receipt Kickoff Meeting Storyboard Development Gold Team Review First Draft Preparation Pink Team Review Final Draft Preparation Red Team Review Final Changes/Edit/ Doc Comp Publish Proposal Final Book Check Deliver Proposal mm/dd mm/dd – mm/dd Work Week is from Monday thru Friday

Proposal Team Responsibilities Proposal Manager Opportunity Manager Proposal Coordinator SME’s Name Contact Information

Proposal Facilities

Writers Package Style Guide = Template Template…two ways to the Template Styles…use the template; need new ones? File Convention…3.3.1-xxxx-xxx Figures (no Table Titles; numbering at 2nd section level) Referring and Cross-referencing Acronyms and Abbreviations Active vs. Passive Voice Company Team, “we,” and “our” Track Changes Art and graphics procedures

Solution Approach

Solution Approach SUMMARY DISCRIMINATORS RISKS

Teaming / Subcontracting TEAMMATE ROLE CAPABILITY RATIONALE FOR SELECTION WORKSHARE

Past Performance CONTRACT VALUE KEY PERFORMANCE DISCRIMINATORS RELEVANCE

Opportunity Risk RISK OCCURRENCE PROBABILITY IMPACT MITIGATION

Immediate Objectives

Appendix and Supporting Information

Opportunity Details Opportunity Name: Customer: Value: RFP Date: Due Award Date: Scope: Competition: Discriminators (from Customer’s Perspective): Teammates: Customer Budget: B&P Budget: Probability of Win: Probability of Go: Strategic Value to Us: