Professional Documents
Culture Documents
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Licensed Partners and are being used with permission under license. These images and/or photos may not be copied or downloaded without
permission from 123RF Limited."
Agenda
Defining Proposals
Effective Proposal Processes
Setting Expectations & Measuring Performance
Optimizing Our Proposals
Design for Modularity
Build and Leverage Templates
Using Themes To Our Advantage
Why Proposal Appearance Matters
Give Clients A Reason To Pick Our Company
Agenda
Defining Proposals
Effective Proposal Processes
Setting Expectations & Measuring Performance
Optimizing Our Proposals
Design for Modularity
Build and Leverage Templates
Using Themes To Our Advantage
Why Proposal Appearance Matters
Give Clients A Reason To Pick Our Company
Agenda
Defining Proposals
Effective Proposal Processes
Setting Expectations & Measuring Performance
Optimizing Our Proposals
Design for Modularity
Build and Leverage Templates
Using Themes To Our Advantage
Why Proposal Appearance Matters
Give Clients A Reason To Pick Our Company
Issue Proposal to
Client
Receive Client
RFP
Susie Develops an
Estimate
Another Process?
Go-No-Go Review
Go-No-Go
Approved?
Send Decline to
Bid
No
Receive Client
RFP
Issue Intent to Bid
Yes
LOA
Review &
Approval?
Develop Estimate
Yes
Issue Proposal To
Client
Assign Proposal
Tasks
Develop Proposal
Response
Assemble
Proposal
Gather Supporting
Docs (Resumes,
Case Studies, etc.)
Complete
Proposal Checklist
No
Revise
Proposal B
Same
Proposal
Process?
Competitive Bid
Sole Source
Long-Term Client
$750,000
Consider
Short & Long
Form
New Client
Fixed Bid
T&M
PreProposal
Proposal
Execution
PostProposal
PreProposal
Go-No-Go Questions
Qualify:
Is the Job Well Defined? (Do We know What they
Want?)
Executing Proposals
Proposal
Execution
PostProposal
Organizational Approaches
Dedicated Proposal Mgr. & Estimators
Agenda
Defining Proposals
Effective Proposal Processes
Setting Expectations & Measuring Performance
Optimizing Our Proposals
Design for Modularity
Build and Leverage Templates
Using Themes To Our Advantage
Why Proposal Appearance Matters
Give Clients A Reason To Pick Our Company
Value Issued
Agenda
Defining Proposals
Effective Proposal Processes
Setting Expectations & Measuring Performance
Optimizing Our Proposals
Design for Modularity
Build and Leverage Templates
Using Themes To Our Advantage
Why Proposal Appearance Matters
Give Clients A Reason To Pick Our Company
$ $
Consistency in
Look & Feel
Builds Brand
Dont Start
From Scratch
Points
Or
Highlight Strengths/Differentiation
Differentiators to Highlight
Operability &
Maintainability
Process
Knowledge
Risk Reduction
System
Experience
Integration of
3rd Party
Systems
Plant/Facility
Familiarity
Optimized
Technical
Solution
Agility/
Responsiveness
Cutover
Methodology
Lowest TIC
Regulatory
Expertise
Credibility
Use Graphics And Color To Your
Advantage
Make It Easy To Find The Highlights
A Fresh Look
Proposal 01234A
XYZ Chemicals
Provox to PCS7 Migration
Experienced
Modernization
ABC Integration
January 25, 2015
Pain Points?
Have We Highlighted Our
Our Solution
Differentiators?
Is Our Message Compelling
Benefits of Choosing Us
Enough?
2014 DANR Consulting All Rights Reserved
Showing-Example 2
ABC Chemicals
North End Control Room
Migration
Telling
We have completed numerous
control room migration projects with
a very high client satisfaction rating.
TIC: $6M
Integration Scope: $1.2M
Showing-Example 1
Performance:
8,000 I/O Honeywell to
DeltaV Migration
300 Operating Graphics
Startup 2 Weeks Ahead of
Schedule
3% Under Budget
Zero Safety Incidents
Sole Source Follow-on
Project in South End
Customer Quotes
Case Studies
Project List
Experience Summaries
Tailored Resumes
Copyrighted property of 123RF Limited used with licensing permission. This image
may not be copied or downloaded without permission from 123RF Limited.
Reporting Example
$100,000
$90,000
$80,000
$70,000
$60,000
$50,000
$40,000
$30,000
$20,000
$10,000
$0
Monthly Budget
(BCWS)
Actual Monthly
Spending
Monthly Earned Value
$450,000
$400,000
$350,000
$300,000
$250,000
$200,000
$150,000
Cumulative
Budget
Cumulative
Earned Value
$100,000
$50,000
$0
Daniel Roessler, Control System Migrations: A Practical Project Management Handbook (New York: Momentum Press, Sept. 2013), 133.
Agenda
Defining Proposals
Effective Proposal Processes
Setting Expectations & Measuring Performance
Optimizing Our Proposals
Design for Modularity
Build and Leverage Templates
Using Themes To Our Advantage
Why Proposal Appearance Matters
Give Clients A Reason To Pick Our Company
Incomplete or Deficient
RFPs
Misinterpretation of
Proposal (By Client)
*Always Necessary
2014 DANR Consulting All Rights Reserved
Examples of Assumption
One Client Review Cycle for Graphics and
Documentation, With Response < 2 Weeks
Presenting Clarifications
Item #
Category
Clarification/Assumption
Commercial
Procurement
Project
Management
Project
Management
Technical
Agenda
Defining Proposals
Effective Proposal Processes
Setting Expectations & Measuring Performance
Optimizing Our Proposals
Design for Modularity
Build and Leverage Templates
Using Themes To Our Advantage
Why Proposal Appearance Matters
Give Clients A Reason To Pick Our Company
Complete
Compelling
Consistent
4
5
Yes No Comment
10
11
12
13
14
Yes No Comment
17
18
19
20
21
16
Summary
Make a Conscious Decision To Bid
Effective Proposal Processes Cover Pre and Post Phases
Track Proposal Costs & Consider ROI As An Alternative Metric
Reduce Proposal Costs & Make Proposals Stand Out With:
Modularity & Templates
Attention to Marketing
Themes
A Professional Look
Principle
Contact Information:
Website: DANRConsulting.com
Email: Info@danrconsulting.com
Phone: 512-524-7202