proposals tco 341. types of proposals deliverables
TRANSCRIPT
ProposalsProposals
TCO 341TCO 341
Types of ProposalsTypes of Proposals
Pro po s a ls
Ex te rn a l
I n te rn a l
S o lic it e d(R FP, I FB )
Un s o lic it e d
DeliverablesDeliverables
Pro po s a ls
To pe rfo rmre s e a rch
To pro v ideg o o ds a n ds e rv ice s
Basic Parts of an RFPBasic Parts of an RFP
Contract scheduleContract schedule
General instructions to biddersGeneral instructions to bidders
Contract clausesContract clauses
AppendicesAppendices
Contract ScheduleContract Schedule
Statement of workStatement of work
Period of performancePeriod of performance
Cost and feeCost and fee
Technical direction and managementTechnical direction and management
General InstructionsGeneral Instructions
Representations and certificationsRepresentations and certifications
Proposal preparation instructionsProposal preparation instructions
Evaluation methods and proceduresEvaluation methods and procedures
Contract Clauses/AppendicesContract Clauses/Appendices
““Boilerplate” requirementsBoilerplate” requirements
Reports of workReports of work
Proposal ContentsProposal Contents
Executive summaryExecutive summaryIntroductionIntroductionManagement approachManagement approachTechnical approachTechnical approachRelated experience/StaffingRelated experience/StaffingBusiness planBusiness planCompliance with RFP requirementsCompliance with RFP requirementsCostCost
Executive SummaryExecutive Summary
Overview of proposal featuresOverview of proposal features
Summary of key issuesSummary of key issues
What else?What else?
IntroductionIntroduction
Understanding the customer’s Understanding the customer’s requirementsrequirements
Forecasts proposal structureForecasts proposal structure
What else?What else?
Management ApproachManagement Approach
Who’s in charge?Who’s in charge?Who’s accountable for getting the work Who’s accountable for getting the work done?done?Who’s on the team?Who’s on the team?What management techniques will be What management techniques will be used?used?– work planning/assignmentwork planning/assignment– project tracking/monitoringproject tracking/monitoring– cost control/reportingcost control/reporting
Technical ApproachTechnical Approach
What is the problem/need of the What is the problem/need of the customer?customer?
What is your solution?What is your solution?
Why is it better than the competitors?Why is it better than the competitors?
What are the advantages of your What are the advantages of your approach?approach?
What else?What else?
Related ExperienceRelated Experience
Track record of the company?Track record of the company?
Past experience of staff?Past experience of staff?
What else?What else?
Business PlanBusiness Plan
SchedulesSchedules
Financial managementFinancial management
Facilities and equipmentFacilities and equipment
Health and safetyHealth and safety
Employee relations planEmployee relations plan
SecuritySecurity
Quality assuranceQuality assurance
CostCost
What will it cost to do the work?What will it cost to do the work?
How was the cost calculated?How was the cost calculated?
Why is the cost realistic?Why is the cost realistic?
List of deliverablesList of deliverables
Proposal EvaluatorsProposal Evaluators
Category Percent
Skimmer 30Reader's Digest Mentality 30Conscientious Evaluator 30
Critic 5Other 5
Writing for the EvaluatorsWriting for the Evaluators
Lots of illustrationsLots of illustrationsCaptions with marketing messageCaptions with marketing messageExecutive summaryExecutive summaryTop-down writing telling how? what? why? Top-down writing telling how? what? why? whom?whom?Active voiceActive voiceConciseConciseFormatFormat
Why Bidders LoseWhy Bidders Lose
Lack of understanding of requirementsLack of understanding of requirements
Technically unacceptableTechnically unacceptable
Non-compliance with bid requirementsNon-compliance with bid requirements
Lack of clear management approachLack of clear management approach
CostCost
Fatal Diseases Fatal Diseases (J. LaFlash)(J. LaFlash)
Motion sicknessMotion sicknessSenilitySenilityObesityObesityAmnesiaAmnesiaNarcissismNarcissismAnxiety neurosisAnxiety neurosisNeglectNeglectConstipationConstipation
SummarySummary
Who?Who?
What?What?
Where?Where?
Why?Why?
When?When?
How much?How much?