Proposal Development Workshop

Workshop Description

The proposal solution development workshop is an intense program offering a balanced mix of practical exercises coupled with traditional learning methods.

The workshop will equip the attendees to perform the following generic solution development steps of a proposal:

• To establish the key customer requirements and activities (including evaluation criteria).
• Outline solutions or ideas to meet the customer requirements.
• Establish the competitive position utilising SWOT and PESTLE analysis.
• Develop high level win themes.
• Develop discriminators.

With these skills in place the attendees will be able to develop an outline solution to a requirement that will drive the detailed proposal offering. The attendee should also be able to identify any strengths/weaknesses or ambiguities in the customer requirement, the bid, the solution and the competition.

The specific areas of competency addressed are:

• Understanding of the stages of proposal development
• What makes a winning bid
• The derivation of customer most important requirements (MIRS)
• Using nominal group technique
• How to establish characteristics of a contract
• How to develop an outline solution
• How to construct and use a MIRs’ vs characteristic grid
• How to solution strengths and weakness analysis
• How to situational analysis exercise using SWOT and PESTLE
• The importance of win themes
• An understanding of theme types
• Derivation and ranking of key win themes
• Derivation and ranking of key discriminators

Course duration: 2 Days