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Comparing Granny Smith to Red DeliciousA COMPARATIVE LOOK AT FEDERAL AND COMMERCIAL PROPOSALS

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Agenda

Introductions Perceptions Reality Comparing Granny Smith to Red Delicious Problems…and Solutions A New Lens…NOT Commercial vs. Federal Crossing the Divide Questions

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Objectives

Make introductions and connections with proposal professionals from “the dark side” proposal work

Understand the perception and reality of what “the other side” does

Recognize that the differences between us are subtle Share ideas and solutions to issues or problems Discuss options about jumping across the FED/COMM divide

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Introductions

A Senior Communication and Pursuits Strategist (CaPS) with Ernst & Young's Financial Services Office (FSO) CaPS team and President of the APMP Nor’easters Chapter.

More than 7 years of experience managing proposals for the financial services, state and federal government.

Lead strategic pursuits and pursuit teams, developing win themes and proposal messaging.

Prior to joining Business Development, had more than 10 years of experience in training management, development and delivery in the US Coast Guard, financial and defense industries.

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Proposal professionals typically, not always, but typically fall on one side or the other of the FED/COMM Divide.

People say comparing Federal proposalsto commercial proposals is like comparingapples to oranges.

Actually, it is more like comparing Granny Smith apples to Red Delicious apples

Apples and Oranges?

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Perceptions – Federal Proposals

Commercial proposal professionals–please stand What comes to mind when I ask you about Federal Proposal

Management?

Formal Complicated Expensive Difficult to understand

RFPs

Lots of Requirements Boring Stuffy Confusing Shipley

APMP Color Reviews Long Big Teams

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Perceptions – Commercial Proposals

Federal proposal professionals–your turn please stand What comes to mind when I ask you about Commercial

Proposal Management?

Informal Fast Small

Flashy All over the place Undisciplined

Short Small Teams Easy Access to Client

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Realities – Federal Proposals

Federal proposal folks…keep standing What on the list of Perceptions about Federal proposal is

accurate? What on the list is wrong or inaccurate? What is missing from the list?

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Realities – Commercial Proposals

Commercial proposal peeps…back on your feet What on the list of Perceptions about Commercial proposals is

accurate? What on the list is wrong or inaccurate? What is missing from the list?

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Granny Smith to Red Delicious

The core of the apple is the whole reason the apple exists – it contains the seeds that produce new trees that yields new fruit

At the core all apples look pretty much the same The same can be said about proposal

management

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Granny Smith to Red Delicious (cont’d)

Together we have identified the differences in our fields, but let’s look at the similarities: Win Themes Differentiators Program Management Deadline Driven Time Management

Lead without authority Brought into the process too

late Herding Cats (SMEs) Miracle Workers

Yes, we have differences, but they are subtle – not apples to oranges, but more like Granny Smith Apples to Red Delicious Apples

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A New Lens to View OUR Industry

Our differences are not driven by who we propose to, but rather by what we sell: Services Technology Health Care Aircraft

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Problems…and Solutions?

Who has an issue that they are currently struggling with? Work in groups to brainstorm solutions A spokesperson from each group will present top idea or two Work together and learn from those “across the divide”

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Crossing the FED/COMM divide

It can be done Focus on where you want to work Sell your skills and do not dwell on the Fed/Comm piece Learn the lingo of where you want to be Remember – we are not the Technical SMEs, we are the

proposal SMEs

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Questions

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Presenter NameTitleOrganizationPhone Email TwitterLinkedIn

Contact Us

Mike WalshSenior Communication and Pursuit StrategistErnst & Young508-240-4235mike.walsh@ey.com@mawalshmahttps://www.linkedin.com/in/mikewalshma