Shipley Proposal Manager Playbook

DESCRIPTION

Lead proposal teams to win more business using the Shipley Proposal Manager Playbook.

Use this playbook to guide and help you lead other less experienced team members, in following the proven Shipley BD-Lifecycle steps to winning more business.

This playbook is for any Proposal Manager facing the challenge of managing people, process, solutions, and sales messaging. It is a step-by-step guide to proposal planning and development that explains key tasks and milestones, and comes with a suite of digital proposal management tools.

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TOPICS INCLUDE:

Proposal Planning: All the necessary tasks and milestones for leveraging sales and capture activity into the proposal win strategy. Here is where you plan how your team will develop a winning proposal before the release of a bid request. Guidance for creating schedules, outlines, compliance and response matrices and win themes are all included in this section.
Proposal Development: Tasks from finalising teaming agreements to holding daily stand-up and status meetings are included in this section of the Playbook. In this phase, you plan and prepare a persuasive sales document or presentation. Included is step-by-step guidance on incorporating visuals, finalising the proposal management plan (PMP), reviewing draft content, coaching authors and facilitating proposal review sessions.
Post-Submittal Activities: Significant attention to key activities and milestones after proposal submission is often the difference between winning and losing. This section of the Playbook gives step-by-step guidance on organising and recording lessons learned, preparing a transition plan, conducting a white hat review and, of course, celebrating your winning effort.

DIGITAL TOOLS INCLUDE:

Kickoff Meeting Checklist

PROPOSAL MANAGEMENT, SCHEDULES, AND OUTLINES

Shipley 30-day blank schedule (MS Project Version)
Shipley 30-day blank schedule (MS Excel Version)
Shipley 45-day blank schedule (MS Project Version)
Proposal Outline and Status Tracker

STRATEGY AND SOLUTION DEVELOPMENT

Bidder Comparison Matrix
Strategy Statement Template
Integrated Solution Worksheet
Shipley Project Basis of Estimate Template

EXECUTIVE SUMMARY

Executive Summary Organizer
Executive Summary Planning Worksheet

DRAFTING AND WRITING

Proposal Development Worksheet
Mockup Template
Proposal Section Organizer
Proposal Section Planner
Orals Development Checklist
Oral Proposal Planner (OPP)
Four-Box Organizer

PRODUCTION

Visuals Production Control Log
Final Production Instructions

PINK TEAM

Pink Team Instructions
Pink Team Planner
Pink Team Assessment Form
Pink Team Review Form
Pink Team In-Briefing Template
Pink Team Out-Briefing Template

RED TEAM

Red Team Assignments and Summary
Red Team Instructions
Red Team Planner
Red Team Review Checklist
Red Team Scoring Guidance Form
Red Team Review Form
Red Team Horizontal Review Form
Red Team In-briefing Template
Red Team Out-briefing Template

GREEN TEAM

Green Team Planner
Green Team Instructions
Green Team Assessment Form
Green Team Review Form

WHITE HAT (LESSONS LEARNED)

Lessons Learned Review Checklist
Lessons Learned Survey
White Hat Instructions
White Hat Planner

ACHIEVE THE FOLLOWING:

Enable an effective proposal development process by providing “how to” approach for proposal managers.
Improve organisational win rates by leveraging sales activity throughout the process.

Provide comprehensive, easy-to-use tools to gain proposal efficiencies that save money, time and resources.
Win more – improve chances of a sale through execution of a customer-focused sales cycle.

RECOMMENDED FOR:

Proposal/Bid Managers

Proposal/Bid Coordinators

PRINTED

AU$165

Your Shipley Proposal Manager Playbook will be printed on demand and shipped to you. Your digital proposal management tools will be available to download via a link emailed to you after purchase.

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eBOOK

AU$132

Make personal notes, annotations, or highlights in this digital copy of the Shipley Proposal Manager Playbook anywhere you go. Your digital proposal management tools will be available to download via a link emailed to you after purchase.