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Proposal 101 From RFP release to Proposal Submission

Proposal 101 From RFP release to Proposal Submission. Alan Schechter Solutions Director. Proposal Development – Team Sport. Proposal Manager – The PM for the proposal development Sales Team Business Team Technical Team Delivery Project Management Team

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Proposal 101 From RFP release to Proposal Submission

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  1. Proposal 101From RFP release to Proposal Submission Alan Schechter Solutions Director

  2. Proposal Development – Team Sport • Proposal Manager – The PM for the proposal development • Sales Team • Business Team • Technical Team • Delivery Project Management Team • Procurement Team – Subcontractors and Product Vendors • Financial Team – Client Pricing • Independent Reviews • Legal Review • Technical Review • Financial Review • Management Approvals

  3. Proposal Lifecycle • An intense project with all the phases of any IT project • Identify Opportunity – Idea Phase • Proposal Start-up Tasks • Development Tasks • Approval Tasks • Production and Delivery Tasks • Follow-on Support Tasks

  4. Identify Opportunity – Idea Phase • Pre-release • Identify the opportunity • Identify the Subject Matter Experts • Identify the Proposal Resources • Identify possible partners and technologies

  5. Proposal Start-up Tasks • Bid/No-bid review • Opportunity Costs including understanding proposal commitment • Development & Production Budget • Schedules • Client Dates: Vendor Conference, Questions, Submission • Internal Dates: Development, Approvals and Production • Compliance • References, Resumes, Forms, Signatures, Production requirements • Team Coordination • Assignment Matrix • Meeting and Status Reporting • Contact Information

  6. Development Tasks • Understanding and addressing each requirement • Developing the Solution • Defining the approach • Determining Resources and Products • Creating the Implementation Schedule • Writing the Proposal • Identifying the Risks • Developing the Costs • Subcontractors (A RFP within the proposal development cycle) • Requirement & Schedule • Statement of Work

  7. Approval Tasks • Submission approvals • Proposal review • Technical review including implementation schedule • Financial review including risks • Legal review including any subcontracts • Management Approvals • Good Business Sense • Supporting materials

  8. Production and Delivery • Editing & Formatting • Printing and Assembly • All forms and signatures • Quantities and packaging • Shipment

  9. Sample Timeline

  10. Typical Challenges • No two procurements are alike • From the Customer • Unclear requirements • Conflicting requirements • Difficult or unrealistic requirements • Requirements are not finalized until after the answers are available • Vendor • Communication /synchronization across teams • Short Timeline

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