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Presentation on theme: "Bridging the Solution Gap"— Presentation transcript:
Slide1
Bridging the Solution Gap
Turning Capture Strategy into Proposal Solutions
Presenter: Ashley Nichols, Strategic Proposal Development Manager
CACI
Slide2
Agenda
The Process
Capture team develops the proposal solution that addressed essential capture strategy elements. The Proposal Team articulates the solution, themes and discriminators in with the RFP instructions and evaluation criteria
The Challenge
Developing a proposal solution prior to RFP that is both executable and contains key elements of the capture strategy
The Strategy
Getting to a clearly defined solution that brings together capabilities and strategy into a true value offering
The Tools and Techniques
Capture Plan, Solution Deck, Proposal Plan and Facilitated Solution Sessions
Slide3
Objectives
Provide an overview of the Capture to Proposal hand-off and where solution development fits in that process
Identify some potential obstacles to successful solution development
Describe how the strategy elements from across the opportunity enterprise influence solution development
Provide valuable techniques and tools to ensure development of robust, comprehensive proposal solutions
Slide4
The Process
Capture
Manager
Marketing/BD
Manager
Proposal
Manager
Long-term
Positioning
Program
Manager
Listen
Learn
Interpret
Value Proposition
Strategy Development
Implementation
Proposal Strategy
Messaging
Value Proposition Translation
Facts and Data
Performance
Proposal
Identification &
Assessment
Capture Strategy and Solution Development evolve throughout the process
and involve the entire opportunity enterprise
Strategy
Implementation
Slide5
The Roles People Play
Define
Refine/
Articulate
Refine/
Articulate/
Implement
Implement
Develop Capture Plan
Develop/Implement Win Strategy based on Customer’s “Hot Buttons”
Present Solution Set, Get FeedbackRespond to RFI/DRFP; Build Prototype; Conduct Demonstrations
Develop Proposal Plan
Continue Intelligence Gathering
Flesh Out Win Themes and Discriminators that are tied to the Customer’s NeedsDevelop Proposal Document
Execute Transition Plan and Perform WorkMarket Task Orders (if applicable)Assess Quality; Monitor Schedule and BudgetPosition for Next Deal, and Repeat Process
Understand Mission Needs (Listen BEFORE You Pitch)
Position With Client
Identify Problems Needing Solutions
Identify and Assess Specific Opportunities
Determine Company’s Competitive Position
Every step of the procurement process relies on the previous step, so consistent messaging requires constant, documented communication along the way.
Slide6
Where We Fall Short
Capture bandwidth or capability does not support robust solution development, and often does not understand their obligation to provide proposal solutioning and not just strategy developmentWe underestimate the importance of the solution development as it own step - in need of iterative review and improvement – just like capture and proposal strategy and plansStove-piped development – capture and proposal solution activity happen separately supported by different teams of people (BD/Capture vs. Technical)
Typical capture planning does not explicitly provide for solution development
Slide7
The Challenge
Developing a capture strategy that addresses the customer requirements – stated and derived, hot buttons, issues, pain points and vision for the future.
Developing a solution that brings that strategy in concert with a technical approach that is practical, executable and distinguishable
Articulating that solution in a proposal replete with themes, discriminators and stand-out innovations
Slide8
The Strategy
Gather Essential Background Research Information
Gather the Capture Team and Brainstorm Ideas
Document:
DAGs
Strategy Alternatives
Solutions
Select the Best Strategies and Solutions
Develop Themes
Test with the Customer:
Strategies
Themes
Solutions
Iterative Feedback Loop
Procurement Strategy
Competitive Assessment
Customer Assessment
Lessons Learned
Develop Crucial Capture and Proposal Strategy Elements
Slide9
The Strategy
Elements for Solution Success
Complete Capture Plan that has been vetted with the customer
Expanded Solution Deck to ensure the strategy is well thought out and implementable
Executable Proposal Plan to address both compliance and value proposition
Facilitated Working Sessions to ensure that all issues are addressed
Slide10
The Strategy
Capture Plan
CP Review
Solution Deck Development
Solution
Review
Proposal Plan
PP Review
Feedback Loop
Feedback Loop
Proposal
Facilitated Working Sessions
Early and frequent involvement of the entire opportunity enterprise, in planning, solutioning and reviews, is essential to proposal success
Slide11
Tools and Techniques
Capture Plan What it does - Defines an organization’s roadmap for securing business opportunities
Capture
Plan
Introduction/Purpose
Executive Summary
1.0 Program Overview
2.0 Why is CACI Bidding?
3.0 Financial Summary
4.0 CACI Organization
5.0 Customer Assessment
6.0 Competitive Assessment
7.0 Why Can We Win?
8.0 Win Strategy/Solution Overview
9.0 Team Composition
10.0 Win Themes
11.0 Risk Mitigation and Concerns
12.0 Implementation Plans
Appendices
Slide12
Tools and Techniques
Capture Plan
What do we need for solutioning?
Customer Requirements – stated and derived
Customer Hot Buttons and Issues
Competitive Information – how will other companies approach this? What do we need to ghost?
Organizational / Team Strengths and Weaknesses
Applicable capabilities of team members
Slide13
Tools and Techniques
Solution Deck
What it does –
Validates Requirements, Hot Buttons and Issues
Identifies Solution Drivers, and Ensures the Proposed Strategy Meets Them
Provides Initial Articulation of Solution Elements to Prepare for Proposal Development
Identifies Initial Skill Set Needed for Proposal Development and Program Execution
Initiates the Use of Discriminators and Innovations
Slide14
Tools and Techniques
Solution DeckWhat it looks like –
Solution Deck - Technical
Presented in outline form by slide
1. Statement of Problem
2. Relative Customer Hot Buttons
3. Stated and Derived Requirements
Understanding of Current Environment
4. Solution – Description and Graphic of overall solution
End state showing partitioning of sub systems or sub processes
SOW/PWS Requirements
Sample Tasks
5. Skill Set Requirements – BOE
6. Discriminators and Innovations
Slide15
Tools and Techniques
Solution DeckWhat it looks like –
Solution Deck - Management
1. Statement of Problem
2. Relative Customer Hot Buttons
3. Stated and Derived Requirements
Understanding of Current Environment
4. Solution – Description and Graphic of overall management solution
Include sub sections and processes that need discussion (suggested list on following slide)
5. Program Organization
6. Team Structure (Subs, etc.)
6. Discriminators and Innovations
Slide16
Tools and Techniques
Solution DeckWhat it looks like –
Solution Deck - Management
Transition Plan
Staffing SolutionFacilitiesSubcontract ManagementSmall Business Strategy Plan QA/QC SolutionRisk ManagementTraining
Security I/APhysicalClassified Material/ProcessingCost/Schedule ControlRelated Management ExperienceOCI Plan Key Personnel
Possible Management Subsections
Slide17
Tools and Techniques
Solution Deck
What do we need for the Proposal Plan?
Solution Elements – core for theme development
Discriminators and Innovations
Articulated Value Proposition – where the strategy meets solution
Identification of author skill sets
Slide18
Tools and Techniques
Proposal Plan
What it does –
Provides roadmap for proposal development
Identifies themes, DAGS and innovations
Provides anticipated, and finally actual, requirements and evaluation criteria
Identifies necessary resources
Notes any risks or impediment to success and suggested mitigations
Slide19
Tools and Techniques
Proposal PlanWhat it provides for proposaling?Outline in response to requirements and evaluation criteriaArticulated themes, DAGs and value propositionCore solution elements for management and technical approachNecessary staffing to support the solutionNecessary proposal resources to get the job done
In short – Everything!
Slide20
Tools and Techniques
Facilitated Solution Sessions
What they do –
Gets all stakeholders and essential players involved early and often in defining goals, objectives and solutions
Encourages debate and innovation in the development of strategies and solutions
Provides parity in representation of ideas and points of view
Ensures unanimity of thought (as much as possible) and stakeholder buy-in
Slide21
Tools and Techniques
Facilitated Solution Sessions
Who should participate –
Capture Team
Proposal Team
Program Organization
Technical/Functional SMEs
Corporate Stakeholders
Slide22
Tools and Techniques
Facilitated Solution Sessions
What you can cover –
In support of Capture Plan
Requirements – stated and derived
Hot Buttons and Issues
Customer Challenges and Pain Points
New Initiatives
Corporate Objectives
Slide23
Tools and Techniques
Facilitated Solution Sessions
What you can cover –
In support of Solution Deck
What is the comprehensive set of requirements, hot buttons, issues, etc.?
What issues need to have a solution in the proposal?
What does the solution need to accomplish?
What innovations can be proposed with the solution?
What kind of people do you need to support the solution(s)?
Slide24
Tools and Techniques
Facilitated Solution Sessions
What you can cover –
In support of Proposal Plan
Theming
Discriminators
Ghosting
Value Proposition
Risks
Slide25
Tools and Techniques
Facilitated Solution Sessions
How to ensure successful sessions –
Get the right people there
Have an agenda based on objectives for the session and desired output
Keep things moving – allow for real consideration without getting stuck in the weeds
Allow the sessions to build on each other
Provide timely, easy to use session outputs to the team
Slide26
Tools and Techniques
Facilitated Solution Sessions
Examples
Template
Capture Session
Solution Session
Slide27
Bringing it all Together
Reviews
Reviews are essential to ensuring both solutions reflect customer requirements and capture strategy
If Pink Team is the first time you review the solution, it may be too late
Provide reviewers with requirements, hot buttons/issues, and discriminators – all aligned with our solution – does it do what we think it does?
Use review feedback to solidify solutions prior to RFP release
Slide28
In Summary
Essentials for successfully developing and articulating proposal solutions:
Interested, involved capture, proposal and stakeholder personnel
Honest assessment of requirements, hot buttons, competition and capabilities
Fully developed, customer vetted capture strategy
Well developed solution elements with real components and innovations
