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Managing Strategic Proposals 1-Day Online Course
An online course to help learners understand the roles, responsibilities, techniques, and tools needed to manage a strategic sales proposal in any market. Pre-Course: Case Study and Case Study RFP; Demographic survey including a summary of learner course objectives
• Three 1.5 hour lessons with 10-minute break during each lesson • Two 1-hour breaks for completion and submission of assignments
Course Description • Learn the roles and responsibilities of an effective Proposal Manager • Understand leadership competencies necessary to be successful • Learn to develop a comprehensive Proposal Management Plan (PMP) • Apply outlines, agendas, and tools for managing effective proposal reviews • Learn to collaborate with all sales/capture team members to produce a winning proposal Session 1 (1.5 hours): Managing the Proposal Planning Phase Session Objective: Based on industry best practices, understand the importance of planning and the necessity to develop a comprehensive Proposal Management Plan (PMP). • The Roles and Responsibilities of an Effective Proposal Manager
• Case Study Review – Clarify understanding of the opportunity and requirements • The Proposal Management Plan – Know all elements of an effective plan and how to communicate the plan • Purpose of the PMP • Managing the Elements of the PMP: Compliance matrix, proposal outline, proposal schedule • The Proposal Manager Toolkit Break 1 – 1 hour Assignment: Create an outline based on the RFP in the case study and the requirements listed in the RFP
• Primary roles and attributes for success • Proposal Manager leadership competencies
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