when time is not on commercial proposal world...apmp bid & proposal con 2015 | page 34 contact...
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When Time is Not on Your Side: Winning in a Commercial Proposal World
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APMP BID & PROPOSAL CON 2015 | PAGE 2
Before We Get Started Let’s ViewA BIT OF LIFE IN THE COMMERCIAL PROPOSAL WORLD
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APMP BID & PROPOSAL CON 2015 | PAGE 3
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APMP BID & PROPOSAL CON 2015 | PAGE 4
Can You Relate to That?
With that in Mind…Let’s Discuss Some Key Differences Between Federal/State and Commercial (Private) RFPs
I Bet You Can…In Our World Time is Not Always on Your Side
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APMP BID & PROPOSAL CON 2015 | PAGE 5
Key DifferencesFEDERAL/STATE VS. COMMERCIAL/PRIVATE
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APMP BID & PROPOSAL CON 2015 | PAGE 6
Comes Out of the Blue…
May hear it’s coming from sales…
May not…
No Capture Manager
Your Sales Manager Can’t Be Everywhere
Company may just find your website
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APMP BID & PROPOSAL CON 2015 | PAGE 7
No GovWin Tracking = Limited Foresight
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APMP BID & PROPOSAL CON 2015 | PAGE 8
No FOIA Requests Here!
No Competitor Submittals
Lack of Concrete Intel
Guessing Game
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APMP BID & PROPOSAL CON 2015 | PAGE 9
Variance Everywhere!
Procurement Policies
Requirements
Format
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APMP BID & PROPOSAL CON 2015 | PAGE 10
On Top of All of This…
Deadlines are often 1-3 weeks max!
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APMP BID & PROPOSAL CON 2015 | PAGE 11
So With Time Not on Your Side…
How do you meet the
deadline while ensuring the
highest chance for a win?
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APMP BID & PROPOSAL CON 2015 | PAGE 12
Three Core Techniques
1. Standardized Process
2. Global Communication Strategy
3. Proposal Library for Base Answers
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APMP BID & PROPOSAL CON 2015 | PAGE 13
1. Standardized Process
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APMP BID & PROPOSAL CON 2015 | PAGE 14
Prevent 11th Hour Changes!
Writer(s) Populate
Response
Blocker
Pink Team Assignments
Blocker
Red Team Final Review
Blocker
Production/Writer Sends
Response
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APMP BID & PROPOSAL CON 2015 | PAGE 15
Have a Strict Schedule!
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APMP BID & PROPOSAL CON 2015 | PAGE 16
So Let’s Try One…
Time Management Co. RFP just came in house today!
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APMP BID & PROPOSAL CON 2015 | PAGE 17
Time Management RFP Schedule
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APMP BID & PROPOSAL CON 2015 | PAGE 18
2. Global Communication Strategy
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APMP BID & PROPOSAL CON 2015 | PAGE 19
Consolidate Communication!
Limit Multiple Emails
Confusion
Individual Phone Calls
Group Status Calls for Clarity
And More!All You Need Is…
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APMP BID & PROPOSAL CON 2015 | PAGE 20
The Master Email!
Reach Everyone at the Same Time!
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APMP BID & PROPOSAL CON 2015 | PAGE 21
Time Management Co. Master Email!
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APMP BID & PROPOSAL CON 2015 | PAGE 22
Master Email: Ensuring Effectiveness
Posted Online
Stands Out in the Crowd
Everyone Knows Where to Go for the Latest News
Continually Updated
Shrinks Over Time
Further Calls/Emails Minimized
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APMP BID & PROPOSAL CON 2015 | PAGE 23
3. Proposal Library for Base Answers
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APMP BID & PROPOSAL CON 2015 | PAGE 24
Build Up a Proposal Library to…
Populate ‘Base Only’ Content Quickly
Minimize Assignments
Many Vendors to Choose From…
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APMP BID & PROPOSAL CON 2015 | PAGE 25
Sneak Peek: Proposal Library
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APMP BID & PROPOSAL CON 2015 | PAGE 26
Use Caution!
Never Settle for Boilerplate!
Take Time to Tailor!…But Come On…How Do I Tailor an Out of the Blue RFP in 5 Days?
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APMP BID & PROPOSAL CON 2015 | PAGE 27
Know Your Client!
Talk to Sales
Read the Client’s Website
Once you know your client, customize your answers to them!
Tie Features and Benefits to Proofs – Setup Your Library to Quickly Pull Testimonials, Statistics, Client Experiences, Case Studies, etc.
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APMP BID & PROPOSAL CON 2015 | PAGE 28
But I’m Running Out of Time…
No Excuse, Quickly Do Some Drop-Ins!
The Vision Statement
It only takes a minute more to make a world of difference.
Let’s try one!
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APMP BID & PROPOSAL CON 2015 | PAGE 29
Time Management Company Question
Do you provide a stopwatch functionality? Library Boilerplate: ABC Company’s Global Clock™ solution includes a
Stopwatch Module built-in, providing end users with the ability to logon and start a timed session.
A few minutes on their website to understand the client more and/or having a short conversation with sales and you get:
Tailored Answer: ABC Company understands Time Management Company’s global training conducted in 11 countries to date. With our Global Clock™ solution, your company will be able to logon in any part of the world and start your standard 90 minute timed sessions with our Stopwatch Module. Our module’s timed sessions will ensure your TIME ESSENTIALS® training and coaching is provided as promised to your clients.
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APMP BID & PROPOSAL CON 2015 | PAGE 30
Always RememberTO WIN IN A COMMERCIAL PROPOSAL WORLD…
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APMP BID & PROPOSAL CON 2015 | PAGE 31
Your Three Techniques to Win!
1. Have a Standardized Process
2. Use a Global Communication Strategy
3. Create a Proposal Library for Base Answers then Tailor
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APMP BID & PROPOSAL CON 2015 | PAGE 32
Final Takeaway…
The more organized and streamlined your process is, the more time you give yourself to tailor your answers!
And the more time you use to tailoranswers to your client’s needs, the higher chance you have to win!
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APMP BID & PROPOSAL CON 2015 | PAGE 33
Now Go Win!
Questions?
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APMP BID & PROPOSAL CON 2015 | PAGE 34
Contact Us
APMPPO Box 77272Washington, DC20013-7272 Phone: +1 - (202) 450-2549www.apmp.org
Jennifer HamakerDirector, Proposal & Technical
Writing & TraininghCentive, Inc.(615) [email protected] http://www.linkedin.com/pub/
jennifer-hamaker-cf-apmp/35/925/542/en