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The CapturePlanning.com MustWin Process is an opportunity pursuit process that starts as soon as a lead is identified so that the way intelligence is gathered supports the closing of the sale with the submission of a proposal.  Most “Must Wins” are already lost when the RFP comes out. Even companies who start early often find that time slips by and end up feeling unprepared when the RFP is released.  The CapturePlanning.com MustWin Process provides you with a way to track and measure progress so

This is a framework we've developed for building a goal driven proposal processes, as opposed to a procedural driven process. It maps the major components of the CapturePlanning.com MustWin Process to the process goals. When people agree to a set of goals like these, the process becomes a way of making the goals easier to achieve instead of a mandated set of procedures.

The entire Federal acquisition process runs on content. Either you're influencing it or responding to it. At. Every. Single. Step. Long before there is an RFP, the customer has to get motivated to initiate a procurement. Content can explain the vision. When the customer is ready to initiate a procurement, they’ll have to justify it. They need content to complete it. Once they decide they’d like to move forward they’ll need: To know how to specify what to procure. Content ca

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The MustWin Performance Support Tool enables you to quickly define your quality criteria and put them in front of your proposal writers before they start writing. This produces much better outcomes than waiting for a draft and then figuring out whether you like it or not, all while skipping that part about defining your quality criteria.  Entering quality criteria You have two options for adding quality criteria to your proposal plan. The first is to type them in. When you click on the “A

When you sign into PropLIBRARY, you see your Dashboard and it replaces the home page. If you surf away, then simply going to the home page by clicking on our logo will bring you back to the Dashboard. Here's what's there and some of the ways to use it. See your statistics and your Score! At the top, just under your name are some statistics about your utilization. It shows the number of times you've visited, how many items you've viewed, and course activity.  It also shows your Score!

Ingredients What types of training will you offer? Who are the target audiences for the training? What is the training medium: instructor-led sessions, computer-based training, exercises, or simulations, or something else? Where will training be provided? What materials/courseware will be used? How will you develop the curriculum? What certification(s) will students receive? What accreditation does your organization and/or instructors have?

You’re pleased to submit your proposal. So what? You care about quality. So what? You’ve got great experience. So what? You’ve got top-in-class, state-of-the-art solutions. So what? You’re fast growing. So what? You’ve won awards. So what?  Why should the customer care? How do you know if you’ve said something the customer cares about? Ask yourself if it passes the “So what?” test.  People often say things in their proposals that do not pass the “So What?” test. They start their propos

You’re pleased to submit your proposal. So what? You care about quality. So what? You’ve got great experience. So what? You’ve got top-in-class, state-of-the-art solutions. So what? You’re fast growing. So what? You’ve won awards. So what?  Why should the customer care? How do you know if you’ve said something the customer cares about? Ask yourself if it passes the “So what?” test.  People often say things in their proposals that do not pass the “So What?” test. They start their propos

You’re pleased to submit your proposal. So what? You care about quality. So what? You’ve got great experience. So what? You’ve got top-in-class, state-of-the-art solutions. So what? You’re fast growing. So what? You’ve won awards. So what?  Why should the customer care? How do you know if you’ve said something the customer cares about? Ask yourself if it passes the “So what?” test.  People often say things in their proposals that do not pass the “So What?” test. They start their prop

Within the MWPPSS there are three roles people can play: Content Planner. Can add/change/delete the outline and planning items. Can control access. Writer. Can view the planning items, report their progress, and comment. Reviewer. Can review the planning items. Permissions are set section-by-section. You can have as many planners, writers, and reviewers as you need. So you can have someone planning one section and reviewing another. Or have someone doing all three in eve

Most of the things you do on PropLIBARY earns you points. Everything you read, every course you take, and more. These points are used to: Automatically generate student transcripts Show how much training a student has acquired Provide a foundation for certifying student accomplishment Provide an incentive and recognition system Your total score aggregates it all into a single number. Your transcript shows what you did to earn your points. Your percentile rank sh

If you lose your proposal, it’s because the customer chose another alternative. Maybe they chose another proposal, or some other alternative.  The best way to win a proposal is to prove that you are the customer's best alternative. And being their best alternative requires anticipating the others and positioning against each one. Winning a proposal is about helping the customer make a decision, not just about your proposal, but about which of the alternatives they should move forward with.

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Disclaimer In describing our plans, we're not making promises. All dates, features, prices, details, and everything else on this page are subject to change. This is just how we'd like things to play out at this moment. If we get a better idea later, we might follow it instead. But if you don't hold us to any commitments here, we'll gladly share some of what we're working on. Attention potential corporate subscribers... If you do the kind of proposals that require a team o

Sometimes the friction between sales and fulfillment results in the company being afraid that someone might say something in the proposal that the company can’t deliver in order to make the sale.  I see this often at engineering companies, where the customer’s concerns can deviate from the engineering realities. A proposal is supposed to be written from the customer’s perspective and address their concerns. But what about the engineering realities? The truth is that there is no conflic

Proposal managers get all the glory and usually more money. Proposal writers are sometimes treated like low-skilled interchangeable assembly-line workers. It's as if anybody who can complete a sentence can do the job. But proposal writers are different from other forms of writers. And if you care about your win rate, it’s a difference that matters. Proposal writers are matchmakers as much as they are writers. They don’t merely put things on paper, they put things in context. They don’t me

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