apmp foundation certification training - qualifying the right opportunity
Post on 18-Oct-2014
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DESCRIPTION
The starting point for a proposal process is knowing that you are following the right opportunity. APMP has defined a proven way for qualifying the right opportunity. This webinar covers the APMP best practices for Opportunity Qualification and the key competency areas for qualifying the APMP Foundation Certification. For more details join the APMP Foundation Certification Study Group on LinkedinTRANSCRIPT
APMP Foundation Certification
Session 1 - Qualifying the right opportunityAbhijit Majumdar CF.APMP
Session Coverage
!
• Understanding the BD Lifecycle
• Pursuit Decision
• Capture Planning
• Bid Decision
• Bid Decision Tools
• Sample Questions
• Assignments
Business Development Lifecycle
• Phase 0 and 1 : Market development and Long-Term Positioning
• Phase 2 : Opportunity Assessment
• Phase 3 : Capture Planning
• Phase 4 : Proposal Planning
• Phase 5 : Proposal Preparation
BD and Proposal Phase Relationship
Commercial Customer
Government Customer
Process Phase
Decision Gate
Reviews
Operate Assess Needs Value Solutions Resolve Issues Implement
Identify Need
Define Requirements
Draft RFP Final RFP Receive Proposals
Present Orals Award
Phase 0 : Market
Segmentation
Phase 1 : Long Term Positioning
Phase 2 : Opportunity Assessment
Phase 3 : Capture Planning
Phase 4 : Proposal Planning
Phase 5 : Proposal
Development
Phase 6 : Post Submittal Activities
Interest Decision
Pursuit Decision
Preliminary Bid Decision
Bid Decision Validation
Proposal Submittal
Color Team Reviews
Blue Team
Black Hat Team
Pink Team
Red Team
Gold Team
White Team
Pursuit Decision
• Lead Verification
• Alignment with strategic direction
• Capability Mapping
• Readiness to move to Capture Phase
1Similar
product/Similar market
StrongKnow product, market and customer. Focus on competition.
2Similar
product/New
marketCaution
Learn the market, Establish your company in the market before focussing on the competition.
3New
product/Similar market
CautionMake sure you have a product to meet the need of your customer base then focus on the competition.
4New
product/New
market
Weak/ Success Unlikely
Drop. If you pursue, it will require detailed plan and far more resources than leads in 1,2, and 3.
Sector Match Pursuit Indication Probable Action
Capture Planning• Implement a capture planning discipline • Use a defined structure for capture plans • Keep the process dynamic, flexible,
interactive and current • Maintain balance between planning and
execution • Complete the Integrated Solution
Worksheet and the Bidder Comparison Matrix
• Gain and maintain senior management approval and support
• Commit the right people to the capture team • Assign specific measurable objectives, schedules
and completion dates • Establish regular reviews • Use capture plan to jump-start the proposal
planning process
Key Deliverables !
Integrated Solution Worksheet !
Bidders Comparison Matrix
Bid Decision
• Use the pursuit decision to verify the leads • Use the bid decision to verify that you are
positioned to win before committing to an expensive proposal effort
!• Use the bid validation decision to ensure
“show stoppers” are addressed !• Establish clear inputs, outputs, and
responsibilities for each decision milestone !• Make all bid decisions promptly !• Tailor the process to your organisation and
the value of the opportunity
Bid Decision making tools
• Lead compatibility grid
• Bid decision tree
• Lead qualification checklist
• Opportunity assessment score card
1. When should the capture planning process start? A. Before the RFP is released B. After the pursuit decision C. After the RFP is issued D. After the management approves the opportunity !2. Which of the following would NOT be a core member of your proposal management team: A.Pricing Manager B.Capture Manager C.Proposal Manager D.Volume Manager !3. Which of the following is correct? A. A capture plan does not need to be written if the customer is well known to us B. Capture plans and account plans are the same C.A capture plan should be written once and signed off D. A capture plan is opportunity specific !4. In which of these situations are you most likely to NO BID? A. New product / similar market B. Similar product / new market C.New product / new market D. Similar product / similar market !5. Which is correct? A. The pursuit decision comes before the preliminary bid decision B. The core team should be assigned before the pursuit decision C.Freezing the design should come before the kickoff meeting D. The value proposition should first be put to the customer during the proposal preparation
stage
Sample Questions
Assignment
Try to complete the following assignments for any lead/opportunity pertinent to your organisation. !1. Gather all information needed to substantiate that the opportunity is real and
in strategic interest of your organisation. 2. Analyse the gathered information to make a pursuit decision. 3. Prepare a capture plan for the opportunity. 4. Analyse the final RFP from the customer to collect necessary information to
make an opportunity assessment. 5. Perform an Opportunity Assessment by using a Bid/No-Bid score card. !
!!
Team Discussions Q & A
Thank You Next Session: Proposal Planning