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

1. 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

2. 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

3. 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

4. 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.

5. 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

6. 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

7. 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

8. 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

9. 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

10. 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

11. 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

12. 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

13. 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

14. 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

15. 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

16. 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

17. 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

18. 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!

19. 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

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

21. 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

22. 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)?

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

24. 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

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

26. 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

27. 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