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Advanced Proposal Management Training

Original price was: $2,500.00.Current price is: $1,997.00.

Advanced Proposal Management Training course takes government proposal management to the next level, beyond the proposal process, and into the fine-tuning of the proposal team leadership and proposal content development skills indispensable for a senior proposal manager looking for higher win probability (Pwin).

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This class covers the spectrum of the most important topics, from preparing for a proposal effort and making a bid-no-bid decision, to orchestrating a great proposal kickoff, driving subject matter experts to produce winning content, exhibiting superb leadership and team management skills, managing conflict, setting the right expectations, optimizing proposal team performance, getting the most from the proposal color reviews, and mitigating proposal risks at every stage to reduce stress and increase your proposal’s Pwin. The course also focuses on measuring and improving the cost-efficiency and effectiveness of the proposal team.

 

Course Curriculum

Learning Objectives

The participants will learn and practice skills in:
  • Understanding how to avoid proposal mistakes even mature companies make • Mastering tools and techniques for making a bid-no-bid decision.​
  • Determining whether an RFP is wired.
  • ​Planning and managing proposal budget and resources.
  • ​Conducting a highly effective proposal kickoff.
  • ​Scaling the proposal process up and down for different size pursuits.
  • ​Applying the techniques to produce the most compelling proposal content that makes a winning difference.
  • ​Mastering rapid learning techniques in a new subject matter to provide ample guidance to subject matter experts who develop innovative solutions.
  • ​Initiating and facilitating rapid solution and section development for every part of the proposal.
  • ​Tracking volume and section progress and quality.
  • ​Applying leadership and proposal team-building techniques to achieve optimum performance from proposal contributors.
  • ​Applying effective communication methods to the proposal team.
  • ​Getting results from difficult proposal team members.
  • ​Working effectively with remote participants.
  • ​Getting the most useful inputs from the color reviews.
  • ​Mastering techniques for quickly integrating reviewers’ input into the proposal.
  • ​Managing proposal risk.
  • ​Applying metrics for proposal effectiveness.
  • ​Conducting effective lessons-learned sessions.
  • ​Making use of personal and organizational proposal process optimization.

Day 1 Highlights

Module 1: Introduction
  • Introductions and learning objectives.
  • ​Recap: Overview of the proposal process from an advanced big-picture perspective.
Module 2: Preparing for the Proposal Effort
  • Top proposal mistakes even mature companies make, and how to avoid them.
  • ​Tools and techniques for making a bid-no-bid decision.
  • ​Tell-tale signs for when the RFP is wired.
  • ​The most important and often missed step before initiating a proposal effort.
  • ​How to plan for proposal resources to manage your team to the budget, and ensure adequate resources for proper proposal quality.
  • ​Typical failures and complications at the proposal preparation stage and how to navigate through them successfully. determine correct and incorrect courses of action as applicable to a real-life scenario.
  • ​Exercise: Develop a proposal resource plan.
Module 3: Orchestrating a Great Proposal Kickoff
  • Psychology of a great proposal kickoff.
  • ​Determining appropriate size and level of proposal kickoff.
  • ​Scaling the proposal process up and down for pursuits of different sizes, including proposal teams with more than 50 participants.
  • ​Tailoring the proposal process to the specific pursuit.
  • ​Planning just-in-time training sessions.
  • ​Preparing the kickoff handouts for best communication and team integration.
  • ​Advanced techniques for reaching the nine kickoff goals.
  • ​Typical failures and complications at the kickoff stage and how to navigate through them successfully
  • Case Study: Determine correct and incorrect courses of action as applicable to a real-life scenario.
Module 4: Driving the Team to Produce Winning Content
  • ​Rising beyond the administrative task of running the proposal process.
  • ​Six steps to owning proposal content and making a winning difference.
  • ​Techniques for becoming an expert at being an expert in any proposal’s subject matter.
  • ​Professional techniques for interviewing subject matter experts and capturing content effectively.
  • ​How to provide ample direction and guidance to subject matter experts.
  • ​Typical failures and complications at the content development stage and how to navigate through them successfully.
  • ​Exercise: Practice rapid learning techniques and determine content quality.

Day 2 Highlights

Module 5: Overseeing the Development of Winning Volumes and Sections
  • How to initiate and facilitate a rapid solution and section development sessions.
  • ​Paying attention to the cost volume – one of the most important parts of your bid.
  • ​Managing simultaneous orals and proposal processes.
  • ​Getting to the winning content: an executive summary, management, technical, past performance, resumes, and other sections.
  • ​Tracking volume and section progress and quality.
  • ​Exercises: Compare proposal and non-proposal resumes. Build an optimized past performance template.
Module 6: Proposal Leadership
  • Advanced skills for leading a proposal team effectively on a daily basis.
  • ​Team-building techniques.
  • ​Key management skills that distinguish great proposal managers from the rest.
  • ​Keeping the excitement, motivation, and momentum for your proposal team.
  • ​Methods of effective communication with the proposal team.
  • ​How to coach and train your proposal team.
  • ​How to get results from difficult proposal team members.
  • ​How to work effectively with remote participants.
  • ​Mastering data calls.
  • ​Typical failures and complications of proposal leadership, and how to successfully navigate through them.
  • ​Exercise: Practice proposal team-building techniques.
Module 7: Getting the Most from the Proposal Color Review Teams
  • Rules of thumb for selecting the right number and types of reviews.
  • ​Setting the right tone for the review regardless of your company’s review process.
  • ​Preparing directions for reviewers.
  • ​Various methods for conducting reviews and their suitability for your proposal.
  • ​Techniques for quickly integrating reviewers’ input into your proposal.
  • ​How to get the most useful input from reviewers.
  • ​Typical failures and complications as related to proposal color reviews, and how to successfully navigate through them.
  • ​Discussion: Troubleshooting organizational review processes and identifying improvements.
Module 8: Improving Proposal Performance
  • ​Troubleshooting your proposal development plan and proposal risk management.
  • ​Navigating through difficult proposal interfaces.
  • ​Facilitating the smooth transition from capture to proposal team.
  • ​Transitioning from storyboards to draft.
  • ​Scaling the proposal effort up and down depending on the natural lifecycle.
  • Effective management of proposed budget.
  • ​Metrics for proposal effectiveness.
  • ​Conducting effective lessons-learned sessions.
  • ​Personal and organizational proposal process optimization.
  • Exercise: Allocate resources based on the proposal lifecycle, and identify risk areas.
Module 9: Summary
  • Additional resources and bibliography.
  • ​Summary.
  • ​Recap.
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