2017 and beyond - apmpflorida.org · • cpars/ppirs reports • award fee scores • your team’s...

Photo © Dr. R.S. Frey

2017 and Beyond

PARADIGM SHIFT #1—APPLYING the SAM Model

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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 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

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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


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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


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Column 3Column 1

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

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PARADIGM SHIFT #3—INTERVIEWING SMEs

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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

Proposal Horizons

Photo © Dr. R.S. Frey on Florida’s Space Coast

2017 and beyond - apmpflorida.org · • cpars/ppirs reports • award fee scores • your team’s...

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