Winning in the Trenches
10 December, 2014
Greater Midwest Chapter of APMP
Presented by:
David Bol, SVP Capture and Proposal
Consulting
Presentation Overview
 What do we mean by winning?
 What do we mean by in the trenches?
 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
Effective business development leaders lead by doing – they get involved by
rolling up their sleeves. They are active in various phases of the proposal.
1
2
3
Fight for your cause and your team. Represent your goals and your team
to management.
“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:
Phase 1:
Phase 2:
Phase 3:
Phase 4:
Phase 5:
Phase 6:
Market
Research &
Segmentation
Long - Term
Positioning
Opportunity
Qualification
and
Assessment
Capture
Strategy &
Planning
Proposal
Strategy &
Planning
Proposal
Development
PostSubmittal
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!
Winning in the Trenches
Presented by:
David Bol, SVP Capture & Proposal
Consulting
[email protected]