Presented by: David Bol, SVP Capture and Proposal Consulting Winning in the Trenches 10 December, 2014 Greater Midwest Chapter of APMP Presented by: David Bol, SVP Capture and Proposal Consulting

Presentation Overview What do we mean by winning? What do we mean by in the trenches? Keys to winning in the trenches Identify right team and clarify roles – Who do you want on the front lines? Manage to schedule and budget – Use ammunition and tools wisely. Focus on milestones and hold team accountable – One battle at a time. Establish team rapport lead by motivation – Stay focused and positive. Questions and Answers

Winning Business… Win the RIGHT business – win only the business that contributes to your business strategy. NOT winning at ALL costs – don’t win the battle but lose the war. Incumbent business – keep what you have. Win with integrity, honesty, and fairness. Make winning part of your culture.

… in the Trenches – Core Principles Effective business development leaders lead by doing – they get involved by rolling up their sleeves. They are active in various phases of the proposal. 1 Fight for your cause and your team. Represent your goals and your team to management. 2 “Being a leader is about being accountable and accessible...When the spotlight isn't on and at its brightest.” - Author Unknown 3

Common Pitfalls in the Trenches Company Logo Common Pitfalls in the Trenches Lack of management support Unclear expectations Organizational disconnects Too many “cooks in the kitchen” Schedule milestones repeatedly missed Accountability – Ill-defined

Keys to Winning in the Trenches Company Logo Keys to Winning in the Trenches Identify and train the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy-in and support Use a repeatable process with proven tools

Keys to Winning in the Trenches Company Logo Keys to Winning in the Trenches Identify and train the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy-in and support Use a repeatable process with proven tools

Identify and Train the Right Team What skill sets do you need? Who is available and anxious to contribute? Secure necessary funding and approvals for all contributors. Communicate team roles and responsibilities early. Have team available at “kickoff.”

Keys to Winning in the Trenches Company Logo Keys to Winning in the Trenches Identify the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy-in and support Use a repeatable process with proven tools

Manage to a Schedule and Budget Set a realistic schedule based on response time and resources available. Know your spending limits. Establish contingencies throughout the process.

Keys to Winning in the Trenches Company Logo Keys to Winning in the Trenches Identify the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy-in and support Use a repeatable process with proven tools

Focus on Key Milestones The schedule drives specific dates for key milestones. Milestones can be deliverables, decision gates, or reviews. Make reviews part of the schedule and milestones. Communicate expectations.

Keys to Winning in the Trenches Company Logo Keys to Winning in the Trenches Identify the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy-in and support Use a repeatable process with proven tools

Hold the Team Accountable Clarify roles and expectations – adjust as necessary. Help team feel empowered. Promote open, honest communication – no excuses. Demand “ownership” of issues, tasks, and deliverables. Don’t let the “blame game” infiltrate the team.

Keys to Winning in the Trenches Company Logo Keys to Winning in the Trenches Identify the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy-in and support Use a repeatable process with proven tools

Keep the Team Motivated Offer appropriate rewards and incentives. Remember: Culture trumps strategy – establish a culture based on team success. Know your team – tailor your approach for each team member. Be their greatest cheerleader. Have Fun! (within reason)

Keys to Winning in the Trenches Company Logo Keys to Winning in the Trenches Identify the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy-in and support Use a repeatable process with proven tools

Secure Management Buy-in and Support Have management at kickoff meeting. Secure clear lines of communication and authority with leadership team. Invite management to key reviews . Establish contingencies with management approval, in advance.

Keys to Winning in the Trenches Company Logo Keys to Winning in the Trenches Identify the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy-in and support Use a repeatable process with proven tools

Use a Repeatable Process and Proven Tools Don’t re-invent the wheel on each proposal effort – tailor the process to the opportunity. Document and communicate the process flow. Train contributors on methods, tools, and desired outcomes. Leverage technology and tools that promote efficiency.

A Proven Business Development Framework Tailor the process to fit your needs. Phase 0: Market Research & Segmenta- tion Phase 1: Long - Term Positioning Phase 2: Opportunity Qualification and Assessment Phase 3: Capture Strategy & Planning Phase 4: Proposal Strategy & Planning Phase 5: Proposal Develop-ment Phase 6: Post- Submittal Activities

Summary: Winning in the Trenches Get the right team: Identify the right skills and talent to support a winning effort. Manage to schedule and budget : Use key decision gates and review to manage. Hold team accountable: Use milestones to drive accountability.  Motivate the team – build rapport : Praise often – coach, mentor and guide team.  Recognize and reward!

Winning in the Trenches Presented by: David Bol, SVP Capture & Proposal Consulting dbol@shipleywins.com