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

2. Opportunity Name
Date and Presenter

3. Welcome and Introductions

4. Proposal Name Team
member
member

5. Management Remarks

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

7. Opportunity Overview/Customer Background

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

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

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

11. Competitive Assessment

12. 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.

13. 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

14. 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

15. 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

16. Competitor Intelligence
STRENGTHS
WEAKNESSES
GHOSTS

17. Proposal Strategy/Themes

18. 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

19. Win Themes
zzz.

20. Proposal Schedule

21. 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

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

23. Proposal Facilities

24. 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

25. Solution Approach

26. Solution Approach
SUMMARY
DISCRIMINATORS
RISKS

27. Teaming / Subcontracting
TEAMMATE
ROLE
CAPABILITY
RATIONALE FOR SELECTION
WORKSHARE

28. Past Performance CONTRACT VALUE KEY PERFORMANCE DISCRIMINATORS
RELEVANCE

29. Opportunity Risk
RISK
OCCURRENCE
PROBABILITY
IMPACT
MITIGATION

30. Immediate Objectives

31. Appendix and Supporting Information

32. 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: