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Hy Silver's Hands-On Proposal Workshop - Seminar Agenda

About This Presentation   -   About this Program   -   The New Challenge   -   Seminar Agenda

I. 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 STGT
Participants Become "Customers," Evaluating Two Competing Proposal Sections

II. 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

III. 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

IV. 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

V. "DESIGNING" THE PROPOSAL CONTENT

  • Focusing on the Real Target - The Proposal Content You Must Have To Beat Your Competitors
  • Designing, Competitively Assessing, and Controlling the Proposal Content - Specific Checklists
  • Starting Early and Cleverly To Build Reality Into Every Part of Your Proposal
  • Objectively Assessing Your Proposal Reality, Its Competitive Strengths and Weaknesses

STEP 3: CONTENT ASSESSMENT
Teams Competitively Assess Product Data and Convert It Into True Proposal Content

VI. DEVELOPING THE THEME STRUCTURE

  • Developing the Theme Structure
  • The Use, Benefits, and Influence of Themes
  • Developing Substantiated Section-Level Themes That Intersect the Scoring System
  • Picking the Right Themes - Strengths & Weaknesses

STEP 4: THEMES
Participants Develop Detailed Themes

VII. PLANNING RESPONSIVE AND COMPLETE OUTLINES

  • How To Develop Any Proposal Outline - Step-By-Step
  • Developing a Responsive and Easy-To-Evaluate Proposal Arrangement
  • Filling In the Outline Framework - The "Must Have" But Often Not-Requested Topics

STEP 5: OUTLINES
Teams Develop the Detailed Outline

VIII. CONCEPTUALIZING PROPOSAL GRAPHICS

  • Comprehensive and Quickly Comprehensible Graphics
  • Designing Effective Proposal Graphics - The Graphics Concept Worksheet and Scenario Graphics Template
  • Making Beneficial Points Obvious - Action Captions

STEP 6: GRAPHICS CONCEPTS
Teams Prepare Graphics and Action Captions

IX. COMPLETING THE PROPOSAL STORYBOARD PLAN

  • Using the HSA Scenario Text Storyboard Template
  • First Drafts That Are Better Than Most Final Proposals
  • An Efficient "Continuous Modular Improvement" Process for Storyboard Review and Approval

STEP 7: FINAL STORYBOARDS
Teams Finalize Their HSA Scenario Storyboards

X. TURNING THE STORYBOARD PLAN INTO A WINNING PROPOSAL SECTION

  • Writing For the Three Types of Evaluators
  • Building Credibility, Conviction, and Reality Into Each Proposal Section - In Text and Graphics
  • How To Weave In Themes Correctly
  • Presenting Your Product/Service Heritage Through Clever Trade Studies

STEP 8: DRAFTS
Teams Use Their Planning Tools To Write Their Selected Sections

XI. REVIEWING AND CONVERGING THE PROPOSAL

  • Using a Logical and Orderly Proposal Review Process - With Both Continuous and Discrete Reviews
  • "Wall" Reviews As a Key Convergence Tool
  • The Right Way To Conduct the All-Important "Red Team" Review

STEP 9: "WALL" REVIEW
Teams Review Other Teams' Proposal Sections On the Walls

XII. FINALIZING THE PROPOSAL SECTION

  • How To Select Useful Review Comments, and Then Incorporate Them
  • Completing and Embellishing the Compliance Matrix
  • Meeting Severe Page Limitations If You Must

STEP 10: FINAL EVALUATION
Teams Critique and Score Their Proposal Sections

XIII. IN SUMMARY

  • Putting the Hy Silver Process Into Practice
  • Final Tricks of the Trade

Dates Offered:
Onsites available to be scheduled at your convenience

Seminar dates occasionally change. Please call for confirmation
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