Bridging the Solution Gap Turning Capture Strategy into Proposal Solutions Presenter: Ashley Nichols, Strategic Proposal Development Manager CACI

Agenda The Process The Challenge The Strategy The Tools and Techniques Capture team develops the proposal solution that addressed essential capture strategy elements. The Proposal Team articulates the solution, themes and discriminators in with the RFP instructions and evaluation criteria The Challenge Developing a proposal solution prior to RFP that is both executable and contains key elements of the capture strategy The Strategy Getting to a clearly defined solution that brings together capabilities and strategy into a true value offering The Tools and Techniques Capture Plan, Solution Deck, Proposal Plan and Facilitated Solution Sessions

Objectives Provide an overview of the Capture to Proposal hand-off and where solution development fits in that process Identify some potential obstacles to successful solution development Describe how the strategy elements from across the opportunity enterprise influence solution development Provide valuable techniques and tools to ensure development of robust, comprehensive proposal solutions

Identification & Assessment The Process Capture Manager Proposal Manager Marketing/BD Manager Value Proposition Strategy Development Implementation Program Manager Proposal Strategy Messaging Value Proposition Translation Facts and Data Listen Learn Interpret Strategy Implementation Long-term Positioning Identification & Assessment Proposal Performance Capture Strategy and Solution Development evolve throughout the process and involve the entire opportunity enterprise

Refine/ Articulate/ Implement The Roles People Play Understand Mission Needs (Listen BEFORE You Pitch) Position With Client Identify Problems Needing Solutions Identify and Assess Specific Opportunities Determine Company’s Competitive Position Define Refine/ Articulate Develop Capture Plan Develop/Implement Win Strategy based on Customer’s “Hot Buttons” Present Solution Set, Get Feedback Respond to RFI/DRFP; Build Prototype; Conduct Demonstrations Develop Proposal Plan Continue Intelligence Gathering Flesh Out Win Themes and Discriminators that are tied to the Customer’s Needs Develop Proposal Document Refine/ Articulate/ Implement Execute Transition Plan and Perform Work Market Task Orders (if applicable) Assess Quality; Monitor Schedule and Budget Position for Next Deal, and Repeat Process Implement Every step of the procurement process relies on the previous step, so consistent messaging requires constant, documented communication along the way.

Where We Fall Short Capture bandwidth or capability does not support robust solution development, and often does not understand their obligation to provide proposal solutioning and not just strategy development We underestimate the importance of the solution development as it own step - in need of iterative review and improvement – just like capture and proposal strategy and plans Stove-piped development – capture and proposal solution activity happen separately supported by different teams of people (BD/Capture vs. Technical) Typical capture planning does not explicitly provide for solution development

The Challenge Developing a capture strategy that addresses the customer requirements – stated and derived, hot buttons, issues, pain points and vision for the future. Developing a solution that brings that strategy in concert with a technical approach that is practical, executable and distinguishable Articulating that solution in a proposal replete with themes, discriminators and stand-out innovations

The Strategy Develop Crucial Capture and Proposal Strategy Elements Procurement Strategy Competitive Assessment Customer Assessment Lessons Learned Gather Essential Background Research Information Document: DAGs Strategy Alternatives Solutions Develop Themes Test with the Customer: Strategies Themes Solutions Gather the Capture Team and Brainstorm Ideas Select the Best Strategies and Solutions Iterative Feedback Loop

The Strategy Elements for Solution Success Complete Capture Plan that has been vetted with the customer Expanded Solution Deck to ensure the strategy is well thought out and implementable Executable Proposal Plan to address both compliance and value proposition Facilitated Working Sessions to ensure that all issues are addressed

Facilitated Working Sessions Solution Deck Development The Strategy Feedback Loop Facilitated Working Sessions Capture Plan CP Review Solution Deck Development Solution Review Feedback Loop Early and frequent involvement of the entire opportunity enterprise, in planning, solutioning and reviews, is essential to proposal success Proposal Plan PP Review Proposal

Tools and Techniques Capture Plan What it does - Defines an organization’s roadmap for securing business opportunities Introduction/Purpose Executive Summary 1.0 Program Overview 2.0 Why is CACI Bidding? 3.0 Financial Summary 4.0 CACI Organization 5.0 Customer Assessment 6.0 Competitive Assessment 7.0 Why Can We Win? 8.0 Win Strategy/Solution Overview 9.0 Team Composition 10.0 Win Themes 11.0 Risk Mitigation and Concerns 12.0 Implementation Plans Appendices Capture Plan

What do we need for solutioning? Tools and Techniques Capture Plan What do we need for solutioning? Customer Requirements – stated and derived Customer Hot Buttons and Issues Competitive Information – how will other companies approach this? What do we need to ghost? Organizational / Team Strengths and Weaknesses Applicable capabilities of team members

Tools and Techniques Solution Deck What it does – Validates Requirements, Hot Buttons and Issues Identifies Solution Drivers, and Ensures the Proposed Strategy Meets Them Provides Initial Articulation of Solution Elements to Prepare for Proposal Development Identifies Initial Skill Set Needed for Proposal Development and Program Execution Initiates the Use of Discriminators and Innovations

Tools and Techniques Solution Deck What it looks like – Solution Deck - Technical Presented in outline form by slide 1. Statement of Problem 2. Relative Customer Hot Buttons 3. Stated and Derived Requirements Understanding of Current Environment 4. Solution – Description and Graphic of overall solution End state showing partitioning of sub systems or sub processes SOW/PWS Requirements Sample Tasks 5. Skill Set Requirements – BOE 6. Discriminators and Innovations

Tools and Techniques Solution Deck What it looks like – Solution Deck - Management 1. Statement of Problem 2. Relative Customer Hot Buttons 3. Stated and Derived Requirements Understanding of Current Environment 4. Solution – Description and Graphic of overall management solution Include sub sections and processes that need discussion (suggested list on following slide) 5. Program Organization 6. Team Structure (Subs, etc.) 6. Discriminators and Innovations

Possible Management Subsections Tools and Techniques Solution Deck What it looks like – Solution Deck - Management Possible Management Subsections Transition Plan Staffing Solution Facilities Subcontract Management Small Business Strategy Plan QA/QC Solution Risk Management Training Security I/A Physical Classified Material/Processing Cost/Schedule Control Related Management Experience OCI Plan Key Personnel

What do we need for the Proposal Plan? Tools and Techniques Solution Deck What do we need for the Proposal Plan? Solution Elements – core for theme development Discriminators and Innovations Articulated Value Proposition – where the strategy meets solution Identification of author skill sets

Tools and Techniques Proposal Plan What it does – Provides roadmap for proposal development Identifies themes, DAGS and innovations Provides anticipated, and finally actual, requirements and evaluation criteria Identifies necessary resources Notes any risks or impediment to success and suggested mitigations

What it provides for proposaling? Tools and Techniques Proposal Plan What it provides for proposaling? Outline in response to requirements and evaluation criteria Articulated themes, DAGs and value proposition Core solution elements for management and technical approach Necessary staffing to support the solution Necessary proposal resources to get the job done In short – Everything!

Tools and Techniques Facilitated Solution Sessions What they do – Gets all stakeholders and essential players involved early and often in defining goals, objectives and solutions Encourages debate and innovation in the development of strategies and solutions Provides parity in representation of ideas and points of view Ensures unanimity of thought (as much as possible) and stakeholder buy-in

Tools and Techniques Facilitated Solution Sessions Who should participate – Capture Team Proposal Team Program Organization Technical/Functional SMEs Corporate Stakeholders

Tools and Techniques Facilitated Solution Sessions What you can cover – In support of Capture Plan Requirements – stated and derived Hot Buttons and Issues Customer Challenges and Pain Points New Initiatives Corporate Objectives

Tools and Techniques Facilitated Solution Sessions What you can cover – In support of Solution Deck What is the comprehensive set of requirements, hot buttons, issues, etc.? What issues need to have a solution in the proposal? What does the solution need to accomplish? What innovations can be proposed with the solution? What kind of people do you need to support the solution(s)?

Tools and Techniques Facilitated Solution Sessions What you can cover – In support of Proposal Plan Theming Discriminators Ghosting Value Proposition Risks

Tools and Techniques Facilitated Solution Sessions How to ensure successful sessions – Get the right people there Have an agenda based on objectives for the session and desired output Keep things moving – allow for real consideration without getting stuck in the weeds Allow the sessions to build on each other Provide timely, easy to use session outputs to the team

Tools and Techniques Facilitated Solution Sessions Examples Template Capture Session Solution Session

Bringing it all Together Reviews Reviews are essential to ensuring both solutions reflect customer requirements and capture strategy If Pink Team is the first time you review the solution, it may be too late Provide reviewers with requirements, hot buttons/issues, and discriminators – all aligned with our solution – does it do what we think it does? Use review feedback to solidify solutions prior to RFP release

In Summary Essentials for successfully developing and articulating proposal solutions: Interested, involved capture, proposal and stakeholder personnel Honest assessment of requirements, hot buttons, competition and capabilities Fully developed, customer vetted capture strategy Well developed solution elements with real components and innovations Comprehensive solution reviews