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DevelopOutlinewithAssignments
UsetheproposalformatsectionnumberoftheRFP
MirrorRFPsectionnumbers/titlesverbatim
IncludeRFPrequirementsandevaluationcriteria numbersforwriterreference
Filename
RFP
Sect.#s
SectionTitle
Writer
DraftDone
ReviewDone
X
1_exsumm
Executive
Summary
Johnson
DevelopingaCalendar/Schedule
Keyevents:
Proposalkickoff
Storyboards-sectionbrainstormingsessions
DraftquestionsaboutRFPduetoclientcontact
Finalquestionsduetotheclient
Draftsdue(BlueTeam,RedTeam,Final)
Finalmanager/Partnerreview(s)
Workplanandcostingduedates
Finaleditandformatting(togetherifpossible)
Production(print,proofmaster,copy,assemble,andship!)
Proposaldeliverytime
OtherRFPdatessuchasoralsandcontractaward
Anyscheduledabsences/vacationsofteammembers
DevelopingTip:Backupfromfinalduedateforeachactivity.
ProposalKickoff
Stressesimportanceandpurposeofdeal-Partner,ProposalManager,andBDM
Introducescalendar/schedule
Winthemesanddiscriminators
Assignsrolesandresponsibilities
Guidelinestowriters
Questionsubmissionprocedures
Technical/businesssolutionoverview
Responseassumptions
Competition--otherbidders
ProposalThemeDefinitions
Arecurringthought
Apointofemphasis
Anadvantage
Adiscriminator
Anundeniabletruth
Auniquefeature
Acompellingpoint
Acompetitor’sdisadvantage
WhyWeNeedThemes
Picturethemindsetofthecustomer:
Idon’tknowwhoKPMGis
Idon’tknowKPMG’scapabilities
Idon’tknowKPMG’srelated/relevantexperience
Idon’tknowyourpastperformance
Idon’tknowyourtechnicalapproach
Idon’tknowyourmanagementstyle
Idon’tknowwhatyou’reselling
ProposalThemeExamples
GoodTheme:
“,andwereeithergroomedinhighereducationorhaveconsultedinthismarketforseveralyears.”
BadTheme:
“KPMGisunquestionablythebestoftheBigFivecompanies.”
FirstDraft(BlueTeam)Review
CheckpointforPartner/BDM/ProposalManager
Limitedtoproposalcontributorsonly
Draftshouldbecomplete,butcanberoughinspots
Focusonidentifyingseriousweaknessesand inconsistencies,andonRFP-compliance
notatimeforlineediting
Usuallyoccurs3-5daysbeforeRedTeam
Beconstructive
nofinger-pointing,defensiverebuttals,orwhining
EmphasisonpreparingasolidRedTeamdraft
RedTeamReview
Generallylimitedtonon-authors,seniorstaffmembers
includesrepresentativesfrombothprimeandsubs
Draftshouldresembletheproposalasitwillbedelivered
RedTeam’sjobistobecriticalandtofindfault
expectit;don’targue;don’tgetangryordefensive
Proposalshouldbescoredtoshowstrengths/weaknesses
Reviewersshouldmakespecificandconstructivecomments
RedTeamdebriefshouldoccur3-5daysbeforeduedate
Post-RedTeamdebrief--newassignmentsaremade
oftenreducessizeofproposalteam
FinalMgmt.(GoldTeam)Review
Finalpre-productionreview
GenerallyinvolvesPartner,BDM,ProposalManager
2ndPartnerreviewrequiredforbidsof$500Kandup
Lastopportunitytoverifyscope,themes, message
Finalvalidationofcompliance,completeness,andaccuracy
ProposalManagerhasprovinceoverallfinalchanges