BUS_505_Assignment_4-_Proposal_Preparation_Plan

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Running head: PROPOSAL PREPARATION PLAN 1 Proposal Preparation Plan Arla R. Payne Dr. Orlando Rivero BUS 505 November 30, 2014
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PROPOSAL PREPARATION PLAN 2 Proposal Preparation Plan Abstract This paper will discuss a work breakdown structure showing a condensed version of cost estimates, using the price to win cost approach. Price-to-Win (PTW), a critical component of the business development process, is the strategy by which competitive pricing is determined to increase the odds for a successful government procurement capture. It is so important to establish a repeatable process that expertly balances capability and cost, to determine the optimal price point for a winning bid. Strategies will be described that could be implemented to prevent unethical practices and promote compliance with federal guidelines in the selected contract type’s performance risk and profit incentive. Also, three ground rules and three assumptions will be developed that are conditional to the cost estimate. Criterion One Creating a work breakdown structure (WBS) helps you be both comprehensive and specific when managing a project: Thinking in detail is critical when planning your project, but you also need to consider the big picture. If you fail to identify a major part of your project’s work, you won’t have the chance to detail it. A work breakdown structure is key factor. 1.0 PAYNE TELECOMMUNICATIONS 1.1 System Implementation
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PROPOSAL PREPARATION PLAN 3 1.1.1 Selection 1.1.1.1 Request for Information 1.1.1.2 Request for Proposal 1.1.2 Contract 1.1.2.1 Master Service Agreement 1.1.2.2 Statement of Work 1.1.3 Installation 1.1.3.1 Hardware 1.1.3.2 Application 1.1.4 Configuration 1.1.4.1 Screens 1.1.4.2 Interfaces 1.1.4.3 Reports 1.1.5 Tested System 1.1.5.1 Test Scenarios 1.1.5.2 Integration Test 1.1.5.3 Customer Acceptance Test 1.1.6 New Workflow 1.1.6.1 Policies and Procedures
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PROPOSAL PREPARATION PLAN 4 Of course, pricing decisions are a critical component of any effective capture strategy. Too often, price to win (PTW) is viewed simply as another box to be checked, an arithmetical exercise with unrefined assumptions, or a “black box” product that does little to inform strategic decisions. In Payne’s Telecommunications view, pricing reflects the point in the process where internal capabilities, customer expectations and competitive pressures must be explicitly captured and integrated into a coherent portrait of the strategic options available. As such, Payne’s Telecommunications builds dynamic pricing and cost models which incorporate not only wage rate data, wrap rates, and client inputs (where appropriate), but detailed information on competitors’ overall strengths and weaknesses, applicable facilities (and required investments), manufacturing competencies/capabilities, workforce, alternative technical approaches, “anchor” pricing, customer relationships, supplier relationships, past performance, bidding history, preferred in-sourcing/outsourcing approaches, ownership structure, and financial position. Most
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