t1

Developing Successful StrategiesPlanning to WIN

Abhijit MajumdarAVP, Zensar Technologies Ltd.

2

Agenda Why do we need a strategy ?

How do we do it ?

Our Strategy and Tactics

The Positive Outcomes

Q & A

Description of this document

Brand 3

Why do we need a Strategy?“In preparing for a battle I’ve always found that plans are useless, but planning is essential” Dwight Eisenhower

“.”

“A Good Proposal is Hard to Find… But Worth Looking.”

Responsive Agile Actionable

Intensely competitive business

Reducing margins between winning and losing

Changing customer expectations

Shortening response time

Increasing cost of proposal development

“.”

“It is never enough to say “I’m qualified.” So is everyone else. 

The point is “Pick me because I’m different.”"

“Your ability to do what is required of you at proposal stage reflects upon

your ability to perform once in contract!”

I’ll have to live with the consequences of the

decision I make”

11InformationResearch and gather information at industry, enterprise, opportunity and individual levels.

22

Goals & ObjectivesDefine what we want in measurable quantities and is date-driven.

33

Vision of VictoryCreate a mental picture and map of how to win.

44

55

Reassessment and Review Think critically, test and attack your own plan.

66Risk MitigationValidate every assumption and identify the associated risks.

77

Define the Proposal ArchitectureFollow the Information Mapping principles

8899

Winning StrategyPlanningControl the chaos by front loading the efforts.

Review ProcessMake reviewers accountable

Learning ForwardDocument and publish Win-Loss reports

How do we do it?

Information – What do we need to know?

Industry Trends

Client’s Business and Financials

Opportunity background

Evaluation criteria

Competitor landscape

Vision of Victory – What does this opportunity mean for me?

The roadmap to win

The challenges and challengers

The underdogs

Impact of Win

Value and Impact

Goals and Objectives – How do I plan to attack?

Opportunity Baseline

Hot Buttons

Solution Strategy

Competitive weakness/advantage

Political alignment

Reassessment and Review – The Black Hat Strategy

Independent reviewers

Simulate Evaluation

Park Assumptions

Identify every threat

Identify killer points

Planning – Start reverse counting

Front load the efforts

Identify & deploy the right team

Prepare for the kickoff

Conduct a superior kickoff meeting

Set the quality standards

Risk Mitigation – The known and unknown Unknowns

Legal and Financial contract review

SLA Review

Validate Assumptions

State assumptions

Create and review a Risk Mitigation plan

Get management buy-in

Defining the Proposal Architecture

Envision the evaluators

Define the content structure

Follow the style guide

Use Information Mapping principles

Customize the boilerplate content

Be creative in page design

Review Process

Publish Review Plan

Update Review teams

Separate color teams

Update review comments and do a regression analysis

Record and publish the review scores

Learning Forward

Capture the lessons learned

Talk to the client

Win/Loss Analysis

Root Cause Analysis

Identify and create proposal assets

Record the experience

The Positive Outcomes

Increased Win Ratio

Improved client relationships

Reduced team stress

Increased re-usability

Improved predictability

Stopped the blame game

Q&AQ&A

My Personal co-ordinates :

email : abhijit@indglory.comLinkedin & Facebook abhijit majumdar