APMP Foundation Certification Training - Qualifying the right opportunity

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The starting point for a proposal process is knowing that you are following the right opportunity. APMP has defined a proven way for qualifying the right opportunity. This webinar covers the APMP best practices for Opportunity Qualification and the key competency areas for qualifying the APMP Foundation Certification. For more details join the APMP Foundation Certification Study Group on Linkedin

Transcript of APMP Foundation Certification Training - Qualifying the right opportunity

APMP Foundation Certification Session 1 - Qualifying the right opportunity

APMP Foundation Certification

Session 1 - Qualifying the right opportunityAbhijit Majumdar CF.APMP

Session Coverage

!

Understanding the BD Lifecycle

Pursuit Decision

Capture Planning

Bid Decision

Bid Decision Tools

Sample Questions

Assignments

Business Development Lifecycle

Phase 0 and 1 : Market development and Long-Term Positioning

Phase 2 : Opportunity Assessment

Phase 3 : Capture Planning

Phase 4 : Proposal Planning

Phase 5 : Proposal Preparation

BD and Proposal Phase Relationship

Commercial Customer

Government Customer

Process Phase

Decision Gate

Reviews

Operate Assess Needs Value Solutions Resolve Issues Implement

Identify Need

Define Requirements

Draft RFP Final RFP Receive Proposals

Present Orals Award

Phase 0 : Market

Segmentation

Phase 1 : Long Term Positioning

Phase 2 : Opportunity Assessment

Phase 3 : Capture Planning

Phase 4 : Proposal Planning

Phase 5 : Proposal

Development

Phase 6 : Post Submittal Activities

Interest Decision

Pursuit Decision

Preliminary Bid Decision

Bid Decision Validation

Proposal Submittal

Color Team Reviews

Blue Team

Black Hat Team

Pink Team

Red Team

Gold Team

White Team

Pursuit Decision

Lead Verification

Alignment with strategic direction

Capability Mapping

Readiness to move to Capture Phase

1Similar

product/Similar market

StrongKnow product, market and customer. Focus on competition.

2Similar

product/New

marketCaution

Learn the market, Establish your company in the market before focussing on the competition.

3New

product/Similar market

CautionMake sure you have a product to meet the need of your customer base then focus on the competition.

4New

product/New

market

Weak/ Success Unlikely

Drop. If you pursue, it will require detailed plan and far more resources than leads in 1,2, and 3.

Sector Match Pursuit Indication Probable Action

Capture Planning Implement a capture planning discipline Use a defined structure for capture plans Keep the process dynamic, flexible,

interactive and current Maintain balance between planning and

execution Complete the Integrated Solution

Worksheet and the Bidder Comparison Matrix

Gain and maintain senior management approval and support

Commit the right people to the capture team Assign specific measurable objectives, schedules

and completion dates Establish regular reviews Use capture plan to jump-start the proposal

planning process

Key Deliverables !Integrated Solution Worksheet

! Bidders Comparison Matrix

Bid Decision

Use the pursuit decision to verify the leads Use the bid decision to verify that you are

positioned to win before committing to an expensive proposal effort

! Use the bid validation decision to ensure

show stoppers are addressed ! Establish clear inputs, outputs, and

responsibilities for each decision milestone ! Make all bid decisions promptly ! Tailor the process to your organisation and

the value of the opportunity

Bid Decision making tools

Lead compatibility grid

Bid decision tree

Lead qualification checklist

Opportunity assessment score card

1. When should the capture planning process start? A. Before the RFP is released B. After the pursuit decision C. After the RFP is issued D. After the management approves the opportunity !2. Which of the following would NOT be a core member of your proposal management team: A.Pricing Manager B.Capture Manager C.Proposal Manager D.Volume Manager !3. Which of the following is correct? A. A capture plan does not need to be written if the customer is well known to us B. Capture plans and account plans are the same C.A capture plan should be written once and signed off D. A capture plan is opportunity specific !4. In which of these situations are you most likely to NO BID? A. New product / similar market B. Similar product / new market C.New product / new market D. Similar product / similar market !5. Which is correct? A. The pursuit decision comes before the preliminary bid decision B. The core team should be assigned before the pursuit decision C.Freezing the design should come before the kickoff meeting D. The value proposition should first be put to the customer during the proposal preparation

stage

Sample Questions

Assignment

Try to complete the following assignments for any lead/opportunity pertinent to your organisation. !1. Gather all information needed to substantiate that the opportunity is real and

in strategic interest of your organisation. 2. Analyse the gathered information to make a pursuit decision. 3. Prepare a capture plan for the opportunity. 4. Analyse the final RFP from the customer to collect necessary information to

make an opportunity assessment. 5. Perform an Opportunity Assessment by using a Bid/No-Bid score card. !

!!

Team Discussions Q & A

Thank You Next Session: Proposal Planning