1 Don’t Put Your Proposal in JEOPARDY!Presented By: Kristin Henry, MHPM – BerryDunn Gail Winslow – UMass Medical School APMP Conference June 15, 2017

2 Introductions Kristin Henry, MHPM – BerryDunnKristin a senior business development specialist in BerryDunn’s Government Consulting Group with over ten years of experience in project management, policy, community outreach, and project management in the private and nonprofit sectors. Gail Winslow – UMass Medical School Gail works with UMass in the development and execution of strategic partnerships. Her work includes business opportunity identification and vetting, partnership identification and engagement strategies, and ensuring all business development proposals demonstrate client value.

3 Compliance & Responsiveness Capture/Sales ProcessVisuals/Graphics Strategy & Persuasion Proposal Quality $200 $400 $600 $800

4 These make up adherence to RFP/bid instructions.

5 What are proposal submission requirements?

6 Proposals can be ______ ,but not compliant.

7 What is responsive?

8 These can be used to verify that every requirement has been met.

9 What are compliance checklists?

10 Because first impressions matter, this section of the proposal is used to demonstrate an understanding of the client and their hot button issues.

11 What is the executive summary?

12 This is the plan to win a specific opportunity.

13 What is the capture/opportunity strategy?

14 This is what you do when an insect lands on your food.In business it is a strategic planning tool.

15 What is a SWOT analysis?

16 This concept can be expressed in the following ways: Customer’s perceived value ≥ Customer’s Budget ≥ Your Price ≥ Your Cost or X – Margin – Risk = Cost

17 What is Priced-to-Win Strategy?

18 The name of this 70s rock band is also a good acronym to describe a best practice of proposing the right solution or product.

19 What is KISS? Keep it simple, stupid.

20 This summarizes a visual presentation.

21 What is an action caption?

22 “Chunking and labeling” sounds unpleasant, but can help to organize content as a part of this method.

23 What is information mapping?

24 This is sometimes called “alphabet soup.”

25 What is having too many acronyms and abbreviations?

26 This rule applies to graphics and picking food off the floor.

27 What is the 10-second rule?

28 This is often used internally to describe the end game of the proposal.

29 What is a win strategy?

30 This is rationale for selecting us instead of our competitors.

31 What is the value proposition?

32 Here are a few examples of these:We believe… We strive… We understand… We intend… We sound… amazing!

33 What are words or phases to avoid in proposal development?

34 but you can do this after a loss.You can’t win them all, but you can do this after a loss.

35 What is request a debrief?

36 This is a set of standards for writing and design.

37 What is a style guide?

38 In the beginning, this was 10 people talking in a room.

39 What is a kick-off meeting?

40 This software is used to streamline and automate proposal response.

41 What are Qvidian, Privia, Proposify, or any other COTS solutions?

42 this comes down to tasks, timeline, responsibility, and money.In the end, this comes down to tasks, timeline, responsibility, and money.

43 What is an effective work plan?