Comprehensive Kickoff Meeting Briefing for Proposal Presentation
Detailed presentation plan outlining the agenda for a kickoff meeting, including welcome and introductions, management remarks, opportunity overview, customer background, competitive assessment, proposal strategy, solution approach, immediate objectives, and next steps. The presentation material covers various aspects of the proposal process, such as opportunity description, customer profile, key requirements, deliverables, budget details, and evaluation processes. It also addresses customer issues, hot buttons, and competitive assessment to ensure a thorough understanding of the project context.
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Presentation Transcript
Kickoff Meeting Briefing Welcome and Introductions Management Remarks Opportunity Overview Customer Background Competitive Assessment Proposal Strategy Proposal Schedule Solution Approach Immediate Objectives/Next Meeting APMP BOK TOOL / TEMPLATE 1
Opportunity Name DATE AND PRESENTER APMP BOK TOOL / TEMPLATE
Welcome and Introductions APMP BOK TOOL / TEMPLATE
Proposal Name Team member member member member member member member member member member member member APMP BOK TOOL / TEMPLATE 4
Management Remarks APMP BOK TOOL / TEMPLATE
Executive Summary* Opportunity Overview Customer Overview Competitive Position Summary Summary of Our Solution Opportunity Strategy Strategic Value to Us * Hand Out Executive Summary APMP BOK TOOL / TEMPLATE 6
Opportunity Overview/Customer Background APMP BOK TOOL / TEMPLATE
Opportunity Description ELEMENTS DESCRIPTION Customer Opportunity Summary Key Requirements Deliverables Budget and Fiscal Year Funding Profile Schedule Type of Contract Other: (Specify) APMP BOK TOOL / TEMPLATE 8
Customer Profile Organization and Key Personnel Purchasing or Buying Process Evaluation Process Buying History and Trends APMP BOK TOOL / TEMPLATE 9
Customer Issues / Hot Buttons TECHNICAL ISSUES MANAGEMENT ISSUES COST ISSUES HOT BUTTONS APMP BOK TOOL / TEMPLATE 10
Competitive Assessment APMP BOK TOOL / TEMPLATE
Competitive Position Assessment Use a combination of a bidder comparison tool and SWOT where key issues and evaluation criteria are assigned weight and competitors are scored in each area using a weighted score. APMP BOK TOOL / TEMPLATE 12
Competitor Intelligence FOR EACH COMPETITOR INCLUDING US OUR COMPANY COMPETITOR A COMPETITOR B Customer Relationship Customer Perception Probable Offering Key Need 1 Key Need 2 Key Need 3 Key Need 4 APMP BOK TOOL / TEMPLATE 13
Competitor Intelligence FOR EACH COMPETITOR INCLUDING US COMPETITOR C COMPETITOR D COMPETITOR E Customer Relationship Customer Perception Probable Offering Key Need 1 Key Need 2 Key Need 3 Key Need 4 APMP BOK TOOL / TEMPLATE 14
Competitor Intelligence FOR EACH COMPETITOR INCLUDING US COMPETITOR C COMPETITOR D COMPETITOR E Customer Relationships Customer Perception Probable Offering Pricing Approach Customer Champions Customer Detractors APMP BOK TOOL / TEMPLATE 15
Competitor Intelligence COMPETITOR STRENGTHS WEAKNESSES GHOSTS APMP BOK TOOL / TEMPLATE 16
Proposal Strategy/Themes APMP BOK TOOL / TEMPLATE
Proposal Strategy Offer a strong technical alternative Keep our management approach simple and straight forward Stress our team strengths zzz zzz zzz Ghost competition s weaknesses yyy yyy yyy Have the lowest cost APMP BOK TOOL / TEMPLATE 18
Win Themes 1. 2. 3. 4. zzz. zzz. zzz. zzz. APMP BOK TOOL / TEMPLATE 19
Proposal Schedule APMP BOK TOOL / TEMPLATE
Proposal Schedule RFP Receipt Kickoff Meeting Storyboard Development Gold Team Review First Draft Preparation Pink Team Review Final Draft Preparation Red Team Review Final Changes/Edit/ Doc Comp Publish Proposal Final Book Check Deliver Proposal mm/dd mm/dd mm/dd mm/dd mm/dd mm/dd mm/dd mm/dd mm/dd mm/dd mm/dd mm/dd mm/dd mm/dd mm/dd mm/dd mm/dd Work Week is from Monday thru Friday APMP BOK TOOL / TEMPLATE 21
Proposal Team Responsibilities Proposal Manager Opportunity Manager Proposal Coordinator SME s Name Name Name Name Contact Information Contact Information Contact Information Contact Information APMP BOK TOOL / TEMPLATE 22
Proposal Facilities APMP BOK TOOL / TEMPLATE 23
Writers Package Style Guide = Template Template two ways to the Template Styles use the template; need new ones? File Convention 3.3.1-xxxx-xxx Figures (no Table Titles; numbering at 2nd section level) Referring and Cross-referencing Acronyms and Abbreviations Active vs. Passive Voice Company Team, we, and our Track Changes Art and graphics procedures APMP BOK TOOL / TEMPLATE 24
Solution Approach APMP BOK TOOL / TEMPLATE
Solution Approach SUMMARY DISCRIMINATORS RISKS APMP BOK TOOL / TEMPLATE 26
Teaming / Subcontracting RATIONALE FOR SELECTION TEAMMATE ROLE CAPABILITY WORKSHARE APMP BOK TOOL / TEMPLATE 27
Past Performance KEY PERFORMANCE DISCRIMINATORS CONTRACT VALUE RELEVANCE APMP BOK TOOL / TEMPLATE 28
Opportunity Risk OCCURRENCE PROBABILITY RISK IMPACT MITIGATION APMP BOK TOOL / TEMPLATE 29
Immediate Objectives APMP BOK TOOL / TEMPLATE
Appendix and Supporting Information APMP BOK TOOL / TEMPLATE
Opportunity Details Opportunity Name: Customer: Value: RFP Date: Due Date: Award Date: Scope: Competition: Discriminators (from Customer s Perspective): Teammates: Customer Budget: B&P Budget: Probability of Win: Probability of Go: Strategic Value to Us: APMP BOK TOOL / TEMPLATE 32
