The Proposal Presented by RAR Consulting LLC Copyright

Introduction - 1 Comprehensive Approach to Proposal Development Included in this Power. Point deck is a high-level overview of a comprehensive approach to the development of bid documents, proposals, or other response to Request for Proposal, Request for Qualifications, or invitations to bid.

Introduction - 2 To whom is this applicable? n Business development organizations that pursue large budget projects in the Architecture-Engineering-Construction and Information Technology sectors, e. g. : Professional services firms n Department of Defense (Do. D) contractors n Department of Energy (DOE) contractors n U. S. Federal Government contractors n Private industry contractors n

Introduction - 3 What is the genesis of this process? Long established standard processes in the marketing of professional services n Experience of large organizations such as Bechtel, Granite Construction, URS Corporation, Shaw Group, Cisco Systems, Boeing, and virtually every professional services group in the world who competes for contracts n

Introduction - 4 Proposal Life Cycle n Proposals involve performing several phases of work, generally including: n n n n Discovery Planning Organization Execution Delivery Debrief The progress of each “Life Cycle Phase” is defined through the achievement of milestones

Introduction - 5 Proposal Life Cycle Phases Phase 1 - Opportunity/Assessment – Capture Plan n Phase 2 - Proposal Planning n Phase 3 - Proposal Development n Phase 4 - Proposal Submittal n Phase 5 - Presentation n Phase 6 - Proposal Debrief n

Introduction - 6 Overview of Key Proposal Personnel n Upper Management – Executive Officers, Risk Managers, Legal Counsel n Capture/Pursuit Team (Pursuit Manager) n Proposal Development Team Executive Pursuit Manager n Proposal Coordinator n Technical Writers n Production Team n Technical Writers Pursuit Manager Proposal Coordinator Graphics Director Production

Phase 1. 0 Opportunity Assessment n n n BD-Identify Prospect Contracting Entities BD-Pursuit Manager and Executives gather background information on prospect agency or organization BD-Pursuit Manager initiates contact with the prospect, establishes initial position BD-Ascertain basic prospect needs and requirements BD-Determine Procurement Method (e. g. , D-B/IDIQ) BD-Identify main competitors for each contract ▼ RFP Released ▼ Go/No Go ▼ Proposal Submittal ▼ ▼ Presentation Award of Contract

Phase 1. 1 Resource Considerations n Teaming Alternatives – Pursuit Manager may consider: Joint Venture Partner – Bonding and Resources n Partners – Personnel and Equipment n Sub-contractors – Specialty Services, DBE n Designers – Specialized Services n ▼ RFP Released ▼ Go/No Go ▼ Proposal Submittal ▼ ▼ Presentation Award of Contract

Phase 1. 2 Capture Plan Review the Request for Proposal (RFP, ITT) n Analyze business fit, competitive potential, initial price range n Prepare pursuit recommendations n Go/No Go decision n MILESTONE REACHED ▼ RFP Released ▼ Go/No Go Decision

Phase 2. 0 Proposal Planning – Establish Partners & Teams n Establish Team Agreements – Pursuit Manager Joint Venture Partner n Partners n Sub-contractors n Designers n ▼ RFP Released ▼ Go ▼ Proposal Submittal ▼ ▼ Presentation Award of Contract

Phase 2. 1 Proposal Planning – Assign Proposal Leaders Proposal Manager n Proposal Coordinator n Technical Writers n Subject Matter Experts n Graphics and Page Layout Personnel n ▼ RFP Released ▼ Go ▼ Proposal Submittal ▼ ▼ Presentation Award of Contract

Phase 2. 2 Proposal Planning – RFP Planning Deliverables Develop a Compliance Matrix n Develop an outline for the proposal n Develop tasks and schedule n Develop a Division of Responsibilities matrix to identify owners of each proposal section n Develop templates for each section of the proposal and distribute to section owners n ▼ RFP Released ▼ Go ▼ Proposal Submittal ▼ ▼ Presentation Award of Contract

Proposal Planning – Win Strategy Phase 2. 3 Identify hot button issues n Identify key words in the RFP n Pursuit Manager should brief proposal team on prospect perspectives and needs n Identify advantages over the competition n Identify disadvantages against the competition n Develop a theme and messaging strategy and map the proposal for sections where these will be introduced, emphasized and repeated n ▼ RFP Released ▼ Go ▼ Proposal Submittal ▼ ▼ Presentation Award of Contract

Phase 2. 4 Proposal Planning – Graphic Design Identify the format requirements from the RFP or other form of procurement/bid request n Develop a story board depicting how the proposal narrative will be rolled out n Identify key graphic opportunities to state your proposal in illustrative ways throughout the proposal n ▼ RFP Released ▼ Go ▼ Proposal Submittal ▼ ▼ Presentation Award of Contract

Proposal Planning Phase 2. 5 – Proposal Development Worksheets n Prepare PDWs for each aspect of the scope of work n Identify objectives so the writer may: n n n Prepare writer’s packages n n n Identify methods Describe expected end results (or output) Describe who in the organization would do each task Define the time frames involved with each aspect of the work Define cost items Provide section templates based on proposal design Gather “re-use” material from previous proposal packages Distribute to the assigned writers ▼ RFP Released ▼ Go ▼ Proposal Submittal ▼ ▼ Presentation Award of Contract

Phase 3. 0 Proposal Development Draft Executive Summary n Hold Kick-off Meeting n Agree on strategy and task team leads n Writing assignments confirmed n MILESTONE REACHED ▼ RFP Released ▼ Go ▼ Kickoff ▼ Proposal Submittal ▼ ▼ Presentation Award of Contract

Phase 3. 1 Proposal Development Blue Team Review n Blue Team draft to reviewers n Draft graphics to reviewers n Formatting may not be completed at this point ▼ RFP Released ▼ Go ▼ Kickof f ▼ ▼ ▼▼ BLUE RED GOLDProposal Submittal ▼ ▼ Presentation Award of Contract

Phase 3. 2 Proposal Development Red Team Review n Blue team review comments incorporated n Revised draft proposal to reviewers n Pricing Forms and Schedule Estimating Team n Project Executives n n Presentation of formatted proposal materials and final form graphics ▼ RFP Released ▼ Go ▼ Kickof f ▼ ▼ ▼▼ BLUE RED GOLDProposal Submittal ▼ ▼ Presentation Award of Contract

Phase 3. 3 Proposal Development Gold Team Review n Red Team comments incorporated n Final edits complete n Pricing and Schedule approved n Graphics finalized n Presentation format finalized n Packaging complete n Presentation rehearsed (if appropriate) ▼ RFP Released ▼ Go ▼ Kickof f ▼ ▼ ▼▼ BLUE RED GOLDProposal Submittal ▼ ▼ Presentation Award of Contract

Phase 3. 4 Proposal Development Final Production n Confirm print run totals n Confirm wet signature requirements n Produce CD or DVD as required n Printing, copying n Collation of materials n Page count / final check n Labeling n Packaging n Courier arrangement – Logistics ▼ RFP Released ▼ Go ▼ Kickof f ▼ ▼ ▼▼ BLUE RED GOLDProposal Submittal ▼ ▼ Presentation Award of Contract

Phase 4. 0 Proposal Submittal Meet deadline n Meet delivery requirements n Confirm delivery n MILESTONE REACHED ▼ RFP Released ▼ Go ▼ Kickof f ▼ ▼ ▼▼ BLUE RED GOLDProposal Submittal ▼ ▼ Presentation Award of Contract

Phase 5. 0 Presentation scripted /choreographed n Materials developed in large format n Handout materials developed in sufficient number n Specialty presentation materials (e. g. , video, Power. Point) prepared n Equipment provided as necessary MILESTONE REACHED n ▼ RFP Released ▼ Go ▼ Kickof f ▼ ▼ ▼▼ BLUE RED GOLDProposal Submittal ▼ ▼ Presentation Award of Contract

Phase 6. 0 Proposal Debrief Review what went well, what went poorly n Organize material gathered for the proposal so that it may be re-used (as appropriate) for future efforts n ▼ RFP Released ▼ Go ▼ Kickof f ▼ ▼ ▼▼ BLUE RED GOLDProposal Submittal ▼ ▼ Presentation Award of Contract

Postscript End of Presentation Final Thoughts: n Contract opportunities are won at the business development stage, when a pursuit manager gathers the client intelligence needed to effectively guide the proposal team. n The proposal should present a solution perfectly fitted to the client’s needs, which are rarely characterized fully in an invitation to bid document. It should be a program designed to meet the client’s objectives, schedule and budget, along with a range of other determining factors. n It is never advisable to pursue proposal opportunities for which you have not established outreach to the client in advance, or for which you have not done comprehensive preparation. ▼ RFP Released ▼ Go ▼ Kickof f ▼ ▼ ▼▼ BLUE RED GOLDProposal Submittal ▼ ▼ Presentation Award of Contract