Best Practices for an Effective Capture Process in Proposal Management

1. Best Practices for Effective Capture Process APMP NCA Roundtable January 21, 2004 Nancy Kessler, VP, Process Consulting

2. Key Elements and Measures Pipeline/Funnel Management What percentage of opportunities make it through to final bid/no bid decision? Decision Gates How many do you have? How effective are they? Color Teams How often and effectively do you evaluate your capture plan?

3. Pipeline Management

4. Decision Gates

5. Decision Gates (continued)

6. Decision Gates (continued) Obtain final bid decision and assess readiness to produce a winning proposal Held after proposal plan established - no later than 1 week after receipt of final RFP Updated capture strategy is reviewed Approach and strategy are set Cost and price info in early stages Launches heavy resource commitments for a winning proposal

7. Color Teams

8. Color Teams (continued) Color Team Reviews are the lowest cost, value added effort one can put into an opportunity Do It Right Invest the time to train both the capture/proposal team and reviewers as to how to do a world-class review Cover All The Bases Costs, schedules, BOEs, �Why Us, Not Them�, compliance, reasonableness, responsiveness, risk, etc Be Positive and Do It With A Smile Reviewers are part of the winning team - not the enemy!

Best Practices for an Effective Capture Process in Proposal Management

Best Practices for an Effective Capture Process in Proposal Management

Presentation Transcript

Best Practices for Designing Effective Map Services

Software Packaging Process Best Practices

6 Best practices For Effective Email Preference Center

Best Practices with the Sales Process

Lecture Capture Applications, “Best Practices”, Considerations

Best Practices in Effective Feedback

GCA Data Capture Practices

Effective Practices

Best Practices: Effective Release Management

The Process of Innovation: Best Practices

International Grantmaking: Best Practices for Responsible and Effective Grantmaking

Seven Practices for Effective Learning

Best Practices for Effective Campaign Management

Best practices for creating effective DR documentation

Online Survey Best Practices for Effective Results

Best Practices for Effective Retail Personalization

Business Process Reengineering / Best Practices

Best Practices for Designing Effective Map Services

for best practices

Business Process Reengineering and Best Practices

Hospital Charge Capture Best Practices For Doctors

Best Practices in Biologics Process Development