abridged slides from lecture 7

abridged slides from lecture 7 - Building a Proposal that...

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Building a Proposal that Wins: Tips for Success Alba M. Alemán Cairo Corporation
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Tip #1 – Know Your Customer People do business with people Develop your networks long before a proposal hits the street Invest strategically in that network Understand the customer’s environment Know the customer’s pain Pour your knowledge of the customer into your proposal
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Sample Proposal Process No Yes RFP Received Bid/No Bid End No Bid Bid Kick-Off Mtg Win Strategy and Themes Proposal Outline & Schedule Issue Writing Assignments Capture Manager Create PDWs Capture Manager Approval Yes Proposal Draft Pink Team Issues Identified Writing Assignments Issued Capture Manager Incorporate Changes No Yes Complete? Red Team Review Issues Identified Issue Writing Assignments Capture Manager Incoprporate Changes Make Changes Management Approval Yes No Yes Compliant? Yes No Compliant? No Compliant? No Start End Proposal Delivery Executive Summary Submission Cover Letter Prepare Proposal Mgmt Plan & Compliance Matrix
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Tip #4 – Assign Roles & Responsibilities Capture Manager Proposal Manager Technical Writers Technical Solutions Writers Review Team Participants (Pink, Red, Gold) Train all members of your team on their roles & responsibilities
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This note was uploaded on 10/23/2011 for the course ECE 300 taught by Professor Ronmarge during the Spring '10 term at SUNY Stony Brook.

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abridged slides from lecture 7 - Building a Proposal that...

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