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Photo © Dr. R.S. Frey
2017 and Beyond
PARADIGM SHIFT #1—APPLYING the SAM Model
© D R . R O B E R T S . F R E Y , 2 0 1 7 2
Adopted from James. W. Allen, and modified.
Red/Gold Team
Reviews
Preparation Phase Interactive Proposal Design Phase Interactive Proposal Development Phase
Successive Approximation Model
Savvy Start
Additional Proposal DesignProposal PlanningCapture Management
BusinessDevelopment
Blue Team ReviewDesign
ProposalReadiness
WorkProducts©
Rolling Reviews
DevelopProposal
Response
Modify/Enhance/Validate
PARADIGM SHIFT #1—APPLYING the SAM Model
© D R . R O B E R T S . F R E Y , 2 0 1 7 3
© Dr. R.S. Frey
© Dr. R.S. Frey
PARADIGM SHIFT #1—APPLYING the SAM Model
© D R . R O B E R T S . F R E Y , 2 0 1 7 4
PARADIGM SHIFT #1—APPLYING the SAM Model
© D R . R O B E R T S . F R E Y , 2 0 1 7 5
PARADIGM SHIFT #1—APPLYING the SAM Model
© D R . R O B E R T S . F R E Y , 2 0 1 7 6
PARADIGM SHIFT #1—APPLYING the SAM Model SAM is less linear and more “true to life” when considering the building of
proposal documents
SAM considers various points of views, allowing time for the consideration of options that improve proposal solutions
Uses iterative small steps during the development process, which makes room for evaluations and necessary changes as needed
The goal is to find out where energy and resources should be placed immediately in order to create and mature proposal sections and sub-sections.
Very collaborative and teamwork based
© D R . R O B E R T S . F R E Y , 2 0 1 7 7
Photo © Dr. R.S. FreyPhoto © Dr. R.S. Frey
PARADIGM SHIFT #2—EMPHASIS ON BLUE TEAM
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INPUTS
• RFP and Attachments, including Past Performance Questionnaire (PPQ)
• Your Team’s collective Business Intelligence (BI) about this program, associated technologies, stakeholders, governance, the client’s future directions, and potential competitors
• Your Team’s collective technical and programmatic successes with similar work
• Customer Recognition/Awards
• CPARS/PPIRS Reports• Award Fee Scores• Your Team’s collective record
of past performance
TOOLS & TECHNIQUES
• Compliance Matrix• Annotated Outline• Validated STRENGTHS
mapped to Evaluation Factors for Award in table format
• SAR Model© Template for capturing and documenting Success Stories
• Proposal Readiness Work Products© and “Understanding, Approach, Value to the Client” tables
• Stakeholder Diagram• Win Strategy White Paper• Calendar-style proposal
response schedule• Gap Analysis of BI• Portal for Knowledge Transfer
and communication
OUTPUTS for PRESENTATION and REVIEW at BLUE TEAM
• Compliance Matrix with Columns 1 and 3 completed
• Completed Annotated Outline• 2-page narrative-style “Win
Strategy White Paper” with embedded table of “Evidence of STRENGTHS” mapped to Evaluation Factors for Award
• Fully populated SAR Model© Success Stories (Target = 25)
• Completed Organizational Chart• Fully populated Proposal
Readiness Work Products©• Fully populated “Understanding,
Approach, Value to the Client” tables
• Completed Stakeholder Diagram• Calendar-style Proposal
Response Schedule• Past Performance Citations
synopsized to indicate Recency and Relevancy (size, scope, and complexity)
• BI gaps identified and documented
• Candidate questions to the ClientProposal Process Built Upon PMBOK 5th Edition Terminology and Concepts
Developed by: Dr. Bob Frey, 8/30/16
PARADIGM SHIFT #2—EMPHASIS ON BLUE TEAM
© D R . R O B E R T S . F R E Y , 2 0 1 7 9
INPUTS
• RFP and Attachments, including Past Performance Questionnaire (PPQ)
• Your Team’s collective Business Intelligence (BI) about this program, associated technologies, stakeholders, governance, the client’s future directions, and potential competitors
• Your Team’s collective technical and programmatic successes with similar work
• Customer Recognition/Awards
• CPARS/PPIRS Reports• Award Fee Scores• Your Team’s collective record
of past performance
TOOLS & TECHNIQUES
• Compliance Matrix• Annotated Outline• Validated STRENGTHS
mapped to Evaluation Factors for Award in table format
• SAR Model© Template for capturing and documenting Success Stories
• Proposal Readiness Work Products© and “Understanding, Approach, Value to the Client” tables
• Stakeholder Diagram• Win Strategy White Paper• Calendar-style proposal
response schedule• Gap Analysis of BI• Portal for Knowledge Transfer
and communication
OUTPUTS for PRESENTATION and REVIEW at BLUE TEAM
• Compliance Matrix with Columns 1 and 3 completed
• Completed Annotated Outline• 2-page narrative-style “Win
Strategy White Paper” with embedded table of “Evidence of STRENGTHS” mapped to Evaluation Factors for Award
• Fully populated SAR Model© Success Stories (Target = 25)
• Completed Organizational Chart• Fully populated Proposal
Readiness Work Products©• Fully populated “Understanding,
Approach, Value to the Client” tables
• Completed Stakeholder Diagram• Calendar-style Proposal
Response Schedule• Past Performance Citations
synopsized to indicate Recency and Relevancy (size, scope, and complexity)
• BI gaps identified and documented
• Candidate questions to the ClientProposal Process Built Upon PMBOK 5th Edition Terminology and Concepts
Developed by: Dr. Bob Frey, 8/30/16
PARADIGM SHIFT #2—EMPHASIS ON BLUE TEAM
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Column 3Column 1
PARADIGM SHIFT #2—EMPHASIS ON BLUE TEAM
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PARADIGM SHIFT #2—EMPHASIS ON BLUE TEAM
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Photo © Dr. R.S. Frey
PARADIGM SHIFT #2—EMPHASIS ON BLUE TEAM
© D R . R O B E R T S . F R E Y , 2 0 1 7 13
PARADIGM SHIFT #2—EMPHASIS ON BLUE TEAM
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© D R . R O B E R T S . F R E Y , 2 0 1 7 15
Photo © Dr. R.S. Frey
PARADIGM SHIFT #3—INTERVIEWING SMEs
Brown–bag “Lunch-’n-Learn” sessions with Technical SMEs and proposal staff
Checklists of your organization’s core competencies Help Desk / End-User Support / Service Desk Support• Help Desk Institute (HDI)• Problem management• Performance measurement• Asset management• Tier 0 support• Tools: Remedy; FrontRange HEAT• Benefits: productivity, continuity of operations, minimized number of unnecessary software licenses, increased return on investment (ROI) on IT portfolio
© D R . R O B E R T S . F R E Y , 2 0 1 7 16
PARADIGM SHIFT #3—INTERVIEWING SMEs
17
Dr. Robert S. Frey, APMP Fellow, PMP®, MBASuccessful Proposal Strategies, LLC (www.proposal23.com)11017 Devenish DriveOakton, VA 22124-1805Email: [email protected]: 410.812.1177Office: 703.281.4722
Expand Your
Photo © Dr. R.S. Frey, in Montréal
Proposal Horizons
Photo © Dr. R.S. Frey, in British Columbia
E x p a n d Your
Photo © Dr. R.S. Frey on Florida’s Space Coast
Proposal Horizons
Expand Your…
Photo © Dr. R.S. Frey