1. Bridging the Gap … Using Storyboards Effectively Mark Wigginton, Shipley Associates

2. Agenda  Discussion Points Understanding the role of the Storyboard (PDW) in the proposal development activity. Clarifying how to use the various parts of the PDW. Customer Facing Team Proposal Response Team

3. The Shipley Business Development Lifecycle 3

4. Proposal Strategies Evolve From Capture Strategies

5. Capture Plan Supports Proposal Plan

6. “The more time I spend on the outline, the easier it is to write the book.” John Grisham 6 “… the outline is the most painful part of the writing process for Grisham. Yet he refuses to cut corners on this part of the writing process.”

7. Storyboard Orientation  Basic information is provided by the Core Team as part of writer packages: Understanding the Task RFP compliance and response needs General outline  Authors must understand their tasks and be prepared to follow Core Team directions.

8. Storyboard Orientation (continued)  Guidance is provided by Core Team: Major issues Some SWOT items, if appropriate  Details are developed by authors: Ancillary issues Any pertinent SWOT items The solution approach in macro terms – adequate to develop features & benefits and strategy

9. Storyboard Orientation (continued)  Guidance is provided by Core Team: Some features & benefits, if known Pertinent proposal or volume strategy  Details are developed by authors: Specific features & benefits Section discriminators Section strategies and themes

10. Storyboard Orientation (continued)  Visuals provide more powerful means of communicating to evaluators, and they usually conserve often precious space  Each section should have a primary visual that focuses on the major message or a discriminator.  Action captions should communicate the main point or theme of the visual.

11. Developing an Effective Exeutive Summary 11

12. Outlining an Oral Presentation 12

13. Questions or Comments? If you want a copy of the Shipley PDW… send me an email with “Shipley PDW” in the subject line. Mark Wigginton Regional Director 512-297-4654 mwigginton@shipleywins.com