PROPOSALS FROM YOUR CUSTOMER’S VIEWPOINT
• How Your Customers Evaluate Your Proposals and Select the Winner
• Examples From a Real Evaluation — The Side You Never See
• Universal Implications of Evaluation Methods on Competitive Proposal Development

PROPOSAL EVALUATION SIMULATION
Participants Become “Customers,” Evaluating Two Competing Proposal Sections

MANAGING THE OVERALL PROPOSAL PROCESS
• The Proposal Is Only One Part of a Well-Planned New Business System
• Conducting Bid/No-Bid Decisions
• Scheduling the Critical Proposal Activities
• Efficiently Managing the Process and Cost-Effectively Controlling the Proposal Team

PROPOSAL SIMULATION KICKOFF MEETING
Participants Learn About the Procurement, Company, Competition, and Win Strategy — Teams Select Their Proposal Section To Develop

IDENTIFYING AND ANALYZING CUSTOMER ISSUES
• Understanding the Need for Proposal-Specific Intelligence
• How To Intelligently Gather and Use Intelligence
• Analyzing the Intelligence and Initiating Necessary Proposal Actions

SIMULATION STEP 1: CUSTOMER ANALYSIS
Participants Review Intelligence and Identify Issues, Using the Customer Analysis Template

ANALYZING AND INTERPRETING RFPs
• How To Correctly and Efficiently Analyze Any RFP — A Logical, Step-By-Step Technique
• Ensuring You Properly Understand and Interpret the RFP and Its Implications for the Proposal
• Identifying and Resolving Conflicting Requirements and Areas of Critical Concern

STEP 2: RFP ANALYSIS
Teams Perform a Detailed RFP Analysis, Completing the Customer Analysis Template