Webinar Presented by: David Bol, SVP Capture and Proposal Consulting Winning in the Trenches
Welcome to Today s Webinar
Webinar Overview What do we mean by winning? What do we mean by in the trenches? Common Pitfalls Keys to winning in the trenches Identify right team and clarify roles Who do you want on the front lines? Manage to schedule and budget Use ammunition and tools wisely. Focus on milestones and hold team accountable One battle at a time. Establish team rapport lead by motivation Stay focused and positive. Questions and Answers
Winning Business Win the RIGHT business win only the business that contributes to your business strategy. NOT winning at ALL costs don t win the battle but lose the war. Incumbent business keep what you have. Win with integrity, honesty, and fairness. Make winning part of your culture.
in the Trenches Core Principles 1 Effective business development leaders lead by doing they get involved by rolling up their sleeves. They are active in various phases of the proposal. 2 Fight for your cause and your team. Represent your goals and your team to management. 3 Being a leader is about being accountable and accessible...when the spotlight isn't on and at its brightest. Author Unknown
Common Pitfalls in the Trenches Lack of management support Unclear expectations Organizational disconnects Too many cooks in the kitchen Schedule milestones repeatedly missed Accountability Ill defined
Keys to Winning in the Trenches Identify and train the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy in and support Use a repeatable process with proven tools
Keys to Winning in the Trenches Identify and train the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy in and support Use a repeatable process with proven tools
Identify and Train the Right Team What skill sets do you need? Who is available and anxious to contribute? Secure necessary funding and approvals for all contributors. Communicate team roles and responsibilities early. Have team available at kickoff.
Keys to Winning in the Trenches Identify the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy in and support Use a repeatable process with proven tools
Manage to a Schedule and Budget Set a realistic schedule based on response time and resources available. Know your spending limits. Establish contingencies throughout the process.
Keys to Winning in the Trenches Identify the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy in and support Use a repeatable process with proven tools
Focus on Key Milestones The schedule drives specific dates for key milestones. Milestones can be deliverables, decision gates, or reviews. Make reviews part of the schedule and milestones. Communicate expectations.
Keys to Winning in the Trenches Identify the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy in and support Use a repeatable process with proven tools
Hold the Team Accountable Clarify roles and expectations adjust as necessary. Help team feel empowered. Promote open, honest communication no excuses. Demand ownership of issues, tasks, and deliverables. Don t let the blame game infiltrate the team.
Keys to Winning in the Trenches Identify the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy in and support Use a repeatable process with proven tools
Keep the Team Motivated Offer appropriate rewards and incentives. Remember: Culture trumps strategy establish a culture based on team success. Know your team tailor your approach for each team member. Be their greatest cheerleader. Have Fun! (within reason)
Keys to Winning in the Trenches Identify the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy in and support Use a repeatable process with proven tools
Secure Management Buy in and Support Have management at kickoff meeting. Secure clear lines of communication and authority with leadership team. Invite management to key reviews. Establish contingencies with management approval, in advance.
Keys to Winning in the Trenches Identify the right team and clarify roles Manage to a schedule and budget Focus on key milestones Hold the team accountable Keep the team motivated Secure management buy in and support Use a repeatable process with proven tools
Use a Repeatable Process and Proven Tools Don t re invent the wheel on each proposal effort tailor the process to the opportunity. Document and communicate the process flow. Train contributors on methods, tools, and desired outcomes. Leverage technology and tools that promote efficiency.
A Proven Business Development Framework Tailor the process to fit your needs. Phase 0: Market Research & Segmentation Phase 1: Long - Term Positioning Phase 2: Opportunity Qualification and Assessment Phase 3: Capture Strategy & Planning Phase 4: Proposal Strategy & Planning Phase 5: Proposal Development Phase 6: Post- Submittal Activities
Summary: Winning in the Trenches Get the right team: Identify the right skills and talent to support a winning effort. Manage to schedule and budget : Use key decision gates and review to manage. Hold team accountable: Use milestones to drive accountability. Motivate the team build rapport : Praise often coach, mentor and guide team. Recognize and reward!
Questions and Discussion
Webinar Presented by: David Bol, SVP dbol@shipleywins.com Winning in the Trenches