The Red Team Problem
Have you ever submitted a proposal that totally "missed the mark" That did not speak to your customer's needs or address their real concerns? That essentially bid an "apple" when your customer wanted an "orange" It happens all the time-to hard-working, well-qualified companies because their proposal team is too close to the solution and loses focus on the real problem! How do you prevent this from happening? The answer is a Red Team review. An objective reality check from a fresh, unbiased, customer-based viewpoint. Done correctly, a Red Team review can turn a sure loser into a solid winner. In this video, Hy Silver tells you why, when, and how to conduct this review.

How it Really Works
Hy gives you the key for proper "Red Teaming" - from selecting the chairperson to setting up the team to scheduling the events.You learn about the differences in roles for the Red Team chairperson and proposal manager. You learn who is really in control and why. You receive four basic rules for making your Red Team operate smoothly. You also learn why the best Red Team members understand proposals from both the company?s and customer?s sides. You see that customer emulation is key to making the Red Team work effectively and how this emulation impacts the Red Team?s presentation of its findings.

The Red Team "Dump"
Anyone who has ever been a member of a proposal team knows the trauma of the Red Team "dump" - the presentation of the Red Team's results. Hy shows you how to maximize this presentation's effectiveness, and make it almost painless. He shows you how to respectfully convey "achievable" findings back to the proposal team - findings they will want to incorporate. He tells you how to categorize and assemble the findings. How to highlight the trouble indicators. How to ensure the mandatory findings - as well as the recommended ones - are properly implemented.

A Qantitative Approach
Hy goes one step beyond the "standard" Red Team review, and shows you how to conduct a fully quantified evaluation. Through a detailed example, you see how a savvy company can mock-up their customer's proposal evaluation scheme and use this directly in the Red Team process. The advantages are enormous! You mock-up the customer's evaluation standards and scoring - what answers they are looking for and how they will weight these answers. You develop customer-style summation techniques and generate numerical scores. By mirroring your customer, you learn more about your own proposal, and isolate its each and every weakness, with time left to fix them!

Documenting the Findings
A good Red Team carefully prepares, integrates, and documents their findings. Hy Silver shows you the right way and the wrong way to do this. You understand which types of comments should be provided - and which should not. You learn the key factors that must be considered by the Red Team, and how these factors can be properly incorporated into a formal proposal critique sheet. In other words, you learn how to put it all together into an integrated package that can be easily accepted and assimilated by the busy proposal team.

Controlling the Changes
And this assimilation must be well controlled. Many companies have conducted an effective Red Team, only to incorporate "incorrect" comments, or have good comments lost during final editing. Hy Silver explains how to perform a post - review evaluation of comments, and assure that you use only the "correct" ones. He also discusses several options for controlling Red Team comments - ensuring that each is thoroughly followed up and incorporated in your proposal. The Red Team - a critical step in the Hy Silver proposal process - a critical step in winning.

• Solving the Red Team Problem
  
• Rules for Setting Up an Effective Red Team
  
• Emulating Your Customer?s Techniques
  
• Maximizing Red Team Feedback
  
• Properly Controlling the Changes

Hy Silver, President and CEO of H. Silver and Associates, is the best known new-business proposal consultant in the U.S. and internationally. Since 1974, he has worked on over 1,000 proposals, and his firm has been engaged in over 2,200 competitions - with an 85% win ratio for clients in twenty countries.

Hy Silver has refined this system over his twenty years in the proposal "trenches." He and his consultants have applied these tools to a wide range of proposals and a wide range of businesses - with equal success. Hy shows you how to use this system to assure that yours is a winning proposal.

For Information Call: (310) 563-1240 or email: videos@hsilver.com