Winning DoD Proposals: The Keys
Jon Myerov, AM.APMP, CIP
Copyright 2014, Jonathan S. Myerov 1
Big Picture: Capture Teamand Proposal Manager
The Capture Team is Luke Skywalker, the hero, getting to the final level of Jedi training. The Proposal Manager –
• Provides expertise andresources to help the Team run a clean processand weather issues thatcrop up
• Steps in as a coach,leader, and contentcontributor, as appropriate
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““Manage the process, Manage the process, lead people.”lead people.”
““Manage the process, Manage the process, lead people.”lead people.”
Capture and ProposalProcess, Tabulated
Phase Customer Meetings & Interaction
Capture Planning & Execution
Teaming Develop, Document & Freeze Integrated Baseline
Proposal Preparation and Submittal
PoP Week 1 to 18 Week 1 to 18 Week 1 to 4 Week 4 to 18 Week 17 to 24
Sub-activities
• Prospect Review (1)• Black Hat Team (5)• Bid/No-Bid Review (9)• Competitive Assessment (13)
• Needs and Roles• NDAs and TAs• Resource Plan
• Kickoff Baseline Tasks (5)• Interim Baseline Reviews (8, 12)• Final Baseline Review (16)(Tech, Mgmt, Fin/Con, PastP)
• Storyboard Review (18)• Pink Team Review (20)• Red Team Review (22)• Final Cost reviews (23-4)
Note • Pre-plan to get commitments for people and tasks
• Pre-plan to get commitments for people and tasks
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The Key Keys to Winning DoD Proposals (From Principles to Practice)
Active, open, positive environment (Sections on the wall / MBWA / Team photos / Tag-ups / Mini-presos)Win strategy (Technical evaluation / Budget / Price / Competition)Right staffing and resources (Templates / Tools)Management documents (Proposal Management Plan / Tech. and prop. compliance matrices)Relentless reviews (Blue Gold)Learning and improvement (Post-mortems / De-briefs)
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““The best leadership … is The best leadership … is borne as a conscientious borne as a conscientious obligation to serve.”obligation to serve.”
Colonel Tom KolditzColonel Tom Kolditz
““The best leadership … is The best leadership … is borne as a conscientious borne as a conscientious obligation to serve.”obligation to serve.”
Colonel Tom KolditzColonel Tom Kolditz
The Key Keys Translated toProposal Product and Production
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Active, open, positive environment
Focused, substantive prose; Non-repetitive; Consistency across sections and sub-sections
Win strategy Concise language; high-impact visuals; emphasis on technical and financial discriminators
Right staffing and resources
Well-defined baseline (tech, mgmt, cost); Well-organized effort; Good pacing
Management documents
Solution consistency; Consistent, benefit-focused themes;
Relentless reviews Holistic thinking; Customer fit; Risk reduction
Learning and improvement Urgency; Prioritization
The Francis Scott Key(s)to Winning DoD Proposals
• Francis Scott Key authored the words to the US national anthem after witnessing the British bombardment of Ft. McHenry in 1814.
• Winning proposal keys Internal/foundational:– [Knowledge] Observation/paying attention/listening to the
customer and end-user – applies to technical, financial, and political needs!
– [Reflection] Recording, sharing and learning from what we observe
– [Self-Awareness] Knowing one’s available competitive assets, strengths, resources, and differentiators
– [Will] Thriving in the face of challenges
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The Alicia Keysto Winning DoD Proposals
• Alicia Keys is a multi-talented musician, songwriter, and performer who combines diverse musical styles and a soulful delivery.
• Winning proposal keys Innovative/creative:– [Preparedness] Defining a coherent vision and strategy
that can be executed– [Forward looking] Collaborating/establishing an
environment for new thinking– [Attitude] Committing to greatness humbly yet resolutely– [Vision] Seeing the full landscape – technical, financial,
competitive, and political
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All Keys Together: Daily Team Questions to Drive Winning
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• Are we really beating the competition?
• Is the customer at the center of everything in the proposal?
• Are we proposing the right people in the right jobs?
• Have we actually accounted for proposal/contract execution issues and fixes?
• Have we really communicated accountability?
Plan | Follow a Process | CommunicatePlan | Follow a Process | Communicate
Winning proposals result from behaving like a winner every Winning proposals result from behaving like a winner every day – inside and outside the RFP stage.day – inside and outside the RFP stage.
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The Single Most CriticalResource and Key….
• Order from chaos• Structured
relationships and activity
• Planning and execution
• All add up to time, and time improves P-win
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The Proposal Development Manager’s Role in Keeping and Using
the Keys• Understands the sales and technical
strategy up-front and communicatesit broadly
• Asks productive questions aboutselling and technical options and alternatives
• Considers the competition’s approach
• Understands the customer’s stated and un-stated needs• Understands risk factors and their technical/financial impact• Takes personal ownership of the proposal• Thinks both inside and outside boxes• Approaches writing and editing with gusto
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Source/inspiration: Herther, Campaign to Win: The 13 Commandments (2004), pp. 110-1.
About Me
• Jonathan (Jon) Myerov• Proposal Development Manager, 12+ years
with highly technical proposals and teams up to 50+ members
• 17 years teaching college writing and rhetoric• Other interests: Running, Trees/Gardening,
Jazz CDs, Leadership• People I admire: Bill Belichick, Bill Cosby,
Richard Feynman, James Madison, Golda Meir
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“Proposal organizations are companies’internal business consultants.”
• Over the course of any competitive proposal effort, many business realities (as opposed to business assumptions) emerge–in customer relationship, technology, pricing, competition, staffing, commitment, and leadership.
• The conduct and outcome of capture and proposal efforts together indicate the true identity of the business.
• Proposal organizations should monitor and act to help ensure that this identity always corresponds with greatness.
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Thank You
Jon Myerovwww.linkedin.com/in/jmyerovtwitter.com/JonMyerov
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