Lockheed Martin Proprietary Information Press “Esc” to return to the Just In Time Main Menu Red Team Reviews

Lockheed Martin Proprietary Information Press “Esc” to return to the Just In Time Main Menu 2 InterestPursue 50% OD Review 90% OD Review 134a4b RFP Bid Pink Team 56b Proposal Delivery Red Team 8 6c SUBMITAWARD Target Qualification Strategy Development Opportunity Positioning Proposal Creation Post Submittal Gold Team Blue Team Pink Team Red Team INAR & ICE Gold Team(s) – Assess Customers needs & LM capture strategies (value proposition, risk, & candidate past performance programs) Red Team – Evaluate final draft from customer’s perspective for effective solution offering, substantiation of approach, consistency, technical readability and risk mitigation Pink Team – Review draft proposal for RFP compliance, organization, substantiation of approach, risk, IMP/IMS & identify any deficiencies Blue Team – Assess how well LM win strategy is implemented/executed in the solution Major Capture Reviews Red Team’s main objective is to check for a substantiated approach to an effective solution with risk mitigation and consistent readability throughout.

Lockheed Martin Proprietary Information Press “Esc” to return to the Just In Time Main Menu 3 Red Team Objectives –The Red Team focuses on the completeness of the proposal and the extent to which the text and graphics exploit the strengths of our team to achieve the highest Pw and award score –To evaluate how well the design is presented in the proposal and must point out all deficiencies in responding to the RFP requirements. –To Provide constructive suggestions on enhancing “evaluability” of the proposal to achieve the highest possible score. –To access the maturity of the documents and how well the capture team has incorporated Pink Team recommendations to achieve a compliant and compelling proposal. –To focus on the clarity and consistency of key approaches and solutions, win themes, and risk and opportunity identification and mitigation. –The Red Team focuses on the completeness of the proposal and the extent to which the text and graphics exploit the strengths of our team to achieve the highest Pw and award score –To evaluate how well the design is presented in the proposal and must point out all deficiencies in responding to the RFP requirements. –To Provide constructive suggestions on enhancing “evaluability” of the proposal to achieve the highest possible score. –To access the maturity of the documents and how well the capture team has incorporated Pink Team recommendations to achieve a compliant and compelling proposal. –To focus on the clarity and consistency of key approaches and solutions, win themes, and risk and opportunity identification and mitigation.

Lockheed Martin Proprietary Information Press “Esc” to return to the Just In Time Main Menu 4 General Red Team Approach Get the best reviewers available. –People who know the subject, the customer and company capabilities. Do not select individuals that have worked closely in preparing the proposal Use the same team from the Pink Team review(s). –Reduces the likelihood of changes in direction at Red Team. Manage team member expectations. –Brief the review team members regarding maturity of proposal, any holes, hard spots, where you need help, etc. Resist strategy changes. –Changes of direction at this stage is detrimental to the submission of the proposal. –Management buy-in at Gold Team & Pink Team Review reduces chances of this happening. Get the best reviewers available. –People who know the subject, the customer and company capabilities. Do not select individuals that have worked closely in preparing the proposal Use the same team from the Pink Team review(s). –Reduces the likelihood of changes in direction at Red Team. Manage team member expectations. –Brief the review team members regarding maturity of proposal, any holes, hard spots, where you need help, etc. Resist strategy changes. –Changes of direction at this stage is detrimental to the submission of the proposal. –Management buy-in at Gold Team & Pink Team Review reduces chances of this happening.

Lockheed Martin Proprietary Information Press “Esc” to return to the Just In Time Main Menu 5 Conducting Red Team Reviews Provide relevant documentation to each review team member at least two days in advance. –Key RFP parts (not boilerplate), statement of work, correspondence, comliance matrix etc. Assemble your product - warts and all. –If virtual review, make sure meeting is set up with a teleconference number and computer sharing capabilities for reviewers Assign a lead for the review team early –Meet with the lead a week before the review. –Brief the lead on the proposal status. –Determine reviewers, assignments –Determine the format and length of the review. Brief the team and leave. –But stay close and be available for questions and overall assistance. Make every effort to keep the review members comfortable. Provide meals when necessary. Provide relevant documentation to each review team member at least two days in advance. –Key RFP parts (not boilerplate), statement of work, correspondence, comliance matrix etc. Assemble your product - warts and all. –If virtual review, make sure meeting is set up with a teleconference number and computer sharing capabilities for reviewers Assign a lead for the review team early –Meet with the lead a week before the review. –Brief the lead on the proposal status. –Determine reviewers, assignments –Determine the format and length of the review. Brief the team and leave. –But stay close and be available for questions and overall assistance. Make every effort to keep the review members comfortable. Provide meals when necessary.

Lockheed Martin Proprietary Information Press “Esc” to return to the Just In Time Main Menu 6 Debriefs Prep the capture and proposal team –Objective of the review team is to find problems, not discourage the team –Don’t interrupt, don’t argue, just listen –All team members should attend the debrief Invite upper management. Thank the reviewers. –The best are also the busiest. Their time is valuable. –Their insights and criticism are invaluable. Prep the capture and proposal team –Objective of the review team is to find problems, not discourage the team –Don’t interrupt, don’t argue, just listen –All team members should attend the debrief Invite upper management. Thank the reviewers. –The best are also the busiest. Their time is valuable. –Their insights and criticism are invaluable.

Lockheed Martin Proprietary Information Press “Esc” to return to the Just In Time Main Menu 7 Red Team Recovery Screen and collate all comments before giving them to the authors (Online copies can be done in Word or PDF) Keep an open mind. If a review team member couldn’t find it or understand it, the customer probably won’t either Don’t blindly follow all suggestions, but be prepared to explain why you have not if you don’t Follow up to see that comments are incorporated See if a few of the reviewers will stay an extra day and help the authors incorporate their comments. Screen and collate all comments before giving them to the authors (Online copies can be done in Word or PDF) Keep an open mind. If a review team member couldn’t find it or understand it, the customer probably won’t either Don’t blindly follow all suggestions, but be prepared to explain why you have not if you don’t Follow up to see that comments are incorporated See if a few of the reviewers will stay an extra day and help the authors incorporate their comments.

Lockheed Martin Proprietary Information Press “Esc” to return to the Just In Time Main Menu 8 Summary Reviews are an essential element of proposal development There is an established procedure for preparing, conducting, and recovering from them Keep an open mind, and use reviews as opportunities to make the proposal stronger