Developing Successful Strategies & Planning to Win - APMP Best Practices Webinar
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t 1 Developing Successful Strategies Planning to WIN Abhijit Majumdar AVP, Zensar Technologies Ltd.
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date post
18-Oct-2014 -
Category
Business
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318 -
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description
You cannot win an opportunity unless you have the right strategy and a plan to execute the strategy. In this presentation I have shared the best practices I follow to develop a strategy and how I plan to win an opportunity. These best practices have helped me to maintain a 55% win ratio and 95% of my proposals getting shortlisted in the finals. I am happy to share these with the Bid Management and Proposal Development community and open to suggestions. I am also available for speaking opportunities and training programs,
Transcript of Developing Successful Strategies & Planning to Win - APMP Best Practices Webinar
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Developing Successful StrategiesPlanning to WIN
Abhijit MajumdarAVP, Zensar Technologies Ltd.
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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.
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Goals & ObjectivesDefine what we want in measurable quantities and is date-driven.
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Vision of VictoryCreate a mental picture and map of how to win.
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Reassessment and Review Think critically, test and attack your own plan.
66Risk MitigationValidate every assumption and identify the associated risks.
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Define the Proposal ArchitectureFollow the Information Mapping principles
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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
