1. 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

2. 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

3. 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.

4. … 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

5. 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

6. 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

7. 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

8. 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.”

9. 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

10. 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.

11. 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

12. 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.

13. 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

14. 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.

15. 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

16. 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)

17. 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

18. 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.

19. 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

20. 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.

21. 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

22. 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!

23. Winning in the Trenches
Presented by:
David Bol, SVP Capture & Proposal Consulting