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Published byMae Rosa Hunter Modified over 9 years ago
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{ Win more business Capture and Proposal Management
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Introductions
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1. Understand your market, clients, competitors and internal strengths and weaknesses – better! Workshop Goals
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2. Influence internal contract performance and communicate solution/product strengths to government clients. Workshop Goals
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3. Produce proposals more effectively to position your company to win new business. Workshop Goals
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1. Proposal Plan 2. Strategy Sessions 3. Solutioning Sessions 4. Proposal Development 5. Production Agenda
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A. RFP Review and Opportunity Summary B. Roles & Responsibilities C. Compliance Matrix and Assignments D. Solution Overview E. Schedule, Meetings and Review Strategy [The Proposal Plan should be started before the RFP drops. The Proposal Plan can be completed 2- 3 days after RFP drops for immediate distribution and in-depth review at Kickoff meeting.] 1. Proposal Plan
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Compliance Matrix 1. C. Compliance Matrix RFP Section # SectionProposal Section # AuthorDue Date Compliance Review Strategy Reviewer Status [Compliance Matrix also serves as tracking tool for proposal management start to finish.]
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A. Opportunity Summary B. Bidder Comparison C. Win Themes and Win Strategy [If a Capture Plan has been produced – transfer information from Capture Plan. And if not – conduct a Strategy Session to discuss client, competitor and company SWOT] 2. Strategy Session
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Bidder Comparison 2. B. Bidder Comparison Client Hot Buttons WeightCompany SWOT Competitor #1 SWOT Competitor #2 SWOT Competitor #3 SWOT Price Innovation Experience [Identify Client Hot Buttons and Prioritize/Assign Weight, Identify Competitors, Discuss strengths, weaknesses, opportunities and threats of your company and the 3 top Competitors –Results of Exercise: reveals win themes and ghosting exercise that will be used throughout the proposal. ]
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