Work winning, 26th November, event presentation material
Posted by APM on 14th Jan 2016
Project managers are frequently key members of proposal teams, perhaps even leading the work winning effort. Yet little in a project manager’s professional development prepares them for the demands of the proposal environment: shifting requirements, the uncertainties of competition, a no-slip schedule, a perfect deliverable and single standard of performance: win or lose.
On Thursday 26th November in London, David Warley gave an interactive, workshop-style event, showing how familiar project management disciplines can be applied to manage the work winning process. Participants learnt some of the techniques and terminology used by their colleagues in sales and business development support.
The content gave delegates a survival tool kit to help them identify and avoid some of the pit-falls of proposal work enabling them to work more effectively as part of a pre-sales team.
Organisations that implement the ideas presented have the ability to increase business development capacity and improve the quality of won business. Individuals learnt new techniques to broaden their career opportunities and make a larger contribution in their organisations.
Bids are Projects:
- the business development and project lifecycles compared
- lagging, emerging and integrated project characteristics
- the critical impact of starting early, and what to do if you can’t
Project organisation and governance:
- the PM’s place in the bid team
- managing the different business interests
- managing SMEs and partners
Customers, competitors and win strategy:
- sales voodoo and qualification
- customer and competitor analysis
- developing and communicating strategy
Surviving the proposal phase:
- compliance, responsiveness and ease of evaluation
- getting SMEs to ATFQ
- managing time, cost and quality
Learning from experience:
- internal and external de-brief
- implementing lessons learned
- learning from others
David has very kindly allow his material used during the presentation to be made available for viewing.
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Agile refuses to analyse requirements beforehand – and thus declines to provide an initial certainty. This will probably always scare any stakeholder trying to understand whether or not they can show results to the board with the budget that they are granted.
You have a choice. You can either muddle on, stand firm and fix it – or look elsewhere.