General Revision Cards Flashcards
What are the eight phases of the Business Development Lifecycle?
Opportunity > Market Identification (or Market Segmentation), Account Planning, Opportunity Assessment, Opportunity/Capture Planning (Win Plan, Win Strategy), Proposal Planning, Proposal Development, Negotiation and Post-Submittal Activity and Delivery and Ongoing Customer Relationship
What tool is commonly used at Market Identification Stage?
Market Risk Assessment
What plan generally feeds into an Opportunity/Capture Plan
An Account Plan
What key decision gate is at the opportunity assessment phase of the business development lifecycle?
Bid/No-Bid Decision
When should a competitor review take place?
Multiple reviews beginning as early as possible before RFP (6 to 12 months in national government markets; shorter in commercial markets)
What should stop at the proposal development stage?
All bid planning activities—including changes to the solution, strategy, teaming partners, proposal organization, proposal schedule, and workshare
From which perspective should a final document review be conducted?
The customer’s perspective
What is the main role of the Opportunity/Capture Manager?
To lead individual, or specific, opportunities from qualification (i.e., pursuit decision) to contract award
Who is responsible for developing and implementing a win strategy
Opportunity/Capture Manager
What is the main role of the Bid Manager?
To lead the overall proposal development, beginning at bid decision and through post-submittal requirement
What is the role of the Proposal Manager?
To implement and improve the organization’s proposal process from pre-proposal planning through proposal delivery and support of post-submittal deliverables
What is the difference between compliance and responsiveness?
Compliance can prevent your proposal from being eliminated. Responsiveness gets you ahead of the competition
What main features does a responsive bid address?
Customer’s goals, underlying concerns, and key issues and values
My bid is only small. Should I still create a Compliance Matrix?
Always create a compliance matrix, regardless of the bid size or timeline
What is a Response Matrix?
It’s a roadmap for evaluators, pointing to specific proposal responses for each compliance item. The matrix may also contain a summary response. It identifies where in the proposal you have addressed each of the solicitation requirements. It’s a derivative of the compliance matrix.
What bid decision happens at the Opportunity Assessment stage?
Bid Pursuit Decision
What decision happens at the Proposal Development stage?
Final Review
How often should the Opportunity/Capture Plan be reviewed?
6-18 months on large bids. 3-6 months on large commercial efforts. 2-6 months on smaller bids
When should the Content Plan be reviewed?
Initial planning before RfP release and repeated after release
At what stage in the bid should a Final Document Review be scheduled?
When the response is 75-85% complete
When should Lessons Learned Reviews be conducted?
First review right after submittal. Second review after win/loss debrief
When should Project Reviews occur?
Periodically after award and performance begins
What are the advantages of a Virtual Team?
Can use time differences to be productive during other team members’ downtime
Increase productivity
Cost-effective
Provide flexibility and increased knowledge sharing; organizations have more resource options when they can include anyone in the world
Meet green initiatives
What are the disadvantages of a Virtual Team?
Lack of social interaction
Lack of everyday nonverbal, face-to-face communication
Cultural clashes
Loss of team spirit
Feelings of isolation and restlessness
Overwork
Lack of software compatibility
What form can Daily Stand Up Reviews take?
Depending on the schedule, team availability, and complexity, the daily stand-up review can take several forms. For small or fast-track proposals, the review can consist of a daily email. For larger teams, use a teleconference line and screen-sharing tools or a video conference for more formal meetings.
Name an advantage of holding a Daily Stand-up Review?
They can keep everyone in touch with the bid and makes sure that they are engaged
How do you build trust when managing a Virtual Team?
Early, regular communication and interaction
What should come first. Features or benefits?
Benefits
Should teammates be involved in competitor reviews?
Yes
Should the Opportunity/Capture Manager instruct the Bid Manager to develop the win strategy?
No
Do Proposal Strategies inform Win Strategies?
No
What is most likely to be included as an input to the content plan review
Evaluation criteria and weighting, with the direction to suggest ways to maximize the score
What is a suitable risk management strategy for proposal development?
Establish version control protocols and naming conventions that can be followed by everyone involved in the bid
