Professional Documents
Culture Documents
By: Gregory A. Garrett, CPCM, PMP Vice President Program Management North America Wireless Major Accounts Lucent Technologies
P ost-B id P hase
B id P hase
B id Developm ent
P re-B id P hase
3 Phases 10 Stages
From: The Capture Management Life-Cycle: Winning More Business, by Gregory A. Garrett and Reginald J. Kipke, CCH, 2003
Pre-B id Phase
O pportunity Profile Stage
Q ualify O pportunity and R isks G ath er C om p etitive Intellig enc e D evelop W in Strategy O utline O pportunity
B id Phase
C apture T eam K ickoff Stage
R evie w B id Validate C apture Project Plan R evie w C om m unication Plans
R eview Prop os al D evelopm ent P lans
Post-B id Phase
Negotiation and C ontract Form ation Stage
C onduct O ral Presentations Plan N egotiations C onduct N egotiations D evelop C ontract
B id R eview s Stage
C onduct P ink T eam Revie ws C onduct R ed T eam R evie ws O btain O ffer C ertifications
From: The Capture Management Life-Cycle: Winning More Business, by Gregory A. Garrett and Reginald J. Kipke, CCH, 2003
Outputs
Qualified Opportunity Competitor Profile Win Strategy Outline of Offer Stakeholder Review Presentation
From: The Capture Management Life-Cycle: Winning More Business, by Gregory A. Garrett and Reginald J. Kipke, CCH, 2003
Our Weaknesses
Competitor Strengths
Strategy
Our Strengths
Competitor Weaknesses
Strategy
From: Sweet Spot - Sour Spot Analysis
A Bidders Dozen: Golden Rules For Winning Work David G. Pugh, Ph.D. Lore International Institute
Outputs
Identified Deliverables
o Proposal Layout o Win Theme & Strategies
Deliverables
o Proposal Layout o A Bidders Dozen: Golden Rules o Proposal Development Checklist o Proposal Production Checklist
Work Tasks
o Work Breakdown Structure
Resources
o Organization Breakdown Structure o Types of Team Structures o Responsibility Assignment Matrix o Opportunity Budget Plan
Timeline
o Types of Timelines o Task List Schedule
Communication Plans
o Project Communication Plan o Change Control Plan o Alert-Jeopardy-Escalation Plan
From: The Capture Management Life-Cycle: Winning More Business, by Gregory A. Garrett and Reginald J. Kipke, CCH, 2003
Outputs
Customer Solution
o Design o Pricing o Delivery Plan
Develop Solution
o Solution Architecture o Compliance Matrix o Solution Linkage Matrix o Delivery Plan
Develop Proposal
o Attributes of Winning Proposals
From: The Capture Management Life-Cycle: Winning More Business, by Gregory A. Garrett and Reginald J. Kipke, CCH, 2003
Outputs
Solicitation (RFP, RFQ, Etc.) Bid or Proposal Buyers source selection process Sellers past performance Previous contracts Competitor Profile Business Ethics/Standards of Conduct Guidelines Market and Industry practices
From: The Capture Management Life-Cycle: Winning More Business, by Gregory A. Garrett and Reginald J. Kipke, CCH, 2003
*Adapted from: Colin Coulson-Thomas, Creating the Global Company, New York, McGraw-Hill, 1992.
New paradigm
Firms are evolving to a global orientation for survival and growth Greater emphasis on quality, custom design, speed, & small-lot size Multiple, smaller businesses are created within a global umbrella Complexities of global commerce are forcing companies to form partnerships/alliances and reduce permanent staffing Focus is on strategic thinking, vision, planning, and execution Strategy is market driven and often led by services
Demand Exceeded supply in many industries Single large national concern dominated the market Companies competed through increasing the size and number of employees
Focus was on strategic planning and continuous improvement Strategy was product driven
Adapted from The Global Challenge, by Moran and Riesenberger, McGraw-Hill, 1994
Cu
al ur lt
Scope of Globalization
Po lit
ica
Demand Structure
Economies of Scale
So c io -e
co no m
ic
Strategic Focus
c Te
o hn
lo
ca gi
Adapted from: Global Marketing, by Hassan and Blackwell, Harcourt Brace Publishing, 1994
Vision
Strategy
Competencies Required to make it work!
Structure
Implementation
Global Attitude
Leadership
Discipline
Execution
Possess a global mindset Ability to work with a highly diverse team Possess a longterm orientation
Motivates employees to excellence Facilitates organizational change Sets high expectations Leads by example
Focused on process improvement Serves as a team or force multiplier Holds employees accountable
Leverages SupplyChain partners Skillfully executes the deployment cycle Plans and tracks performance with appropriate metrics
*Adapted from the Global Challenge, by Moran & Riesenberger, New York, McGraw-Hill, 1994
*Adapted from The Global Challenge, by Moran and Riesenberger, New York, McGraw-Hill, 1994