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We Empower Learning™
888.772.9467 Lesson 2 (1.5 hours): Planning, Kickoff, and Reviews
Lesson 3 (1.5 hours): Managing Proposal Development and Post- Submittal Activities Session Objective: Provide leadership at each phase of proposal development and through contract award. • Review kickoff meeting agendas and best practices • Common Proposal Manager Challenges – meeting deadlines; teaming requirements • Conducting daily and ad hoc stand-up status meetings • Facilitating the Red Team review • Conducting and applying lessons learned • Wrap-Up Final Assignment: Due in one week • Create and submit a 30-day response schedule and a compliance matrix • Final test • Course evaluation Application exercises are part of this online course. Learners are expected complete all exercises within the timeframe of the course schedule.
Session Objectives: Plan for proposal kickoff by establishing win themes and writers’ packages. • Develop win strategies based on sales/capture planning information and assessment • Know the customer hot buttons and your discriminators • Prepare writers’ packages for all proposal contributors • Help shape or create a DRAFT executive summary – understand its purpose • Prepare for and facilitate a proposal kickoff meeting • Prepare for and conduct a Pink Team (Review #1) review session • Validate the bid decision – Are we positioned to win Break 2 – 1 hour Assignment: Prepare a kickoff meeting agenda based on the case study and listen to kickoff meeting audio.
Workshop Material • All course materials will be accessible through the ShipleyOnline™ LMS • Each lesson is based on best practices and topics in the Shipley Proposal Guide; an electronic copy of this guide will be provided with the course materials • The lesson slides will be downloadable for your use • Shipley Proposal Manager Toolkit (MS Office tools)
Completion Criteria • Active participation in all 4 live course sessions • Submission of all quizzes and written assignments • A minimum score of 70% on the final exam Who Should Attend: • Anyone who is responsible for managing a proposal effort and overseeing proposal contributors
Copyright Shipley Associates.
Shipley Training Catalog 21
www.shipleywins.com
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