Erika Dickson

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  1. Here is a list of all the tools in MustWin Now and the features you can use in them. They can be combined in many different, creative ways to help you with your proposals. If you want to explore you can use this list to make sure you know how it all works. If you find something isn't self explanatory or confusing, just let us know and we'll walk you through it. The scripts below are organized to go tool by tool, with the collaboration features last. In reality, the collaboration and proposal management features can be used at any time. For learning, it's good to have data to collaborate w
  2. Proposal content planning is where you really start to see a payoff from using MustWin Now. Because you used it to import the RFP and create your proposal outline, it can now greatly accelerate figuring out what to write about to address the requirements and how to best present it. The first thing it does is create the content plan shell for you. In the column on the left, you'll see all the proposal sections. Click one. If you used the Cross-Reference Tool to map the RFP requirements to the outline, you'll see all of the RFP requirements that are relevant to this section as colored
  3. Before something can go into your proposal, you have to decide where in your outline it should go. MustWin Now provides several ways to connect RFP requirement to the proposal outline. You can even drag and drop RFP requirements onto the landing zone for each proposal section. Once the association is made, MustWin Now remembers all the RFP requirements that are relevant to each section. See also: Help using MustWin Now If you want, you can use this to generate a very traditional looking compliance matrix and download it in Excel. Only you probably won't need to, because
  4. Before you can start working on the content plan for your proposal, you need an outline. If you are responding to an RFP, your outline should be based on the instructions in the RFP. If this applies to you, you should import the RFP first, before you create your proposal outline. However, the outline editor in MustWin Now does not force you to do this, and it can even be used to create a proposal outline when there is no RFP. Here is what the outline editor in MustWin Now looks like. From here you can see the RFP requirements if you have imported them. And you can see the headings in your
  5. The win strategy development tool is intended to be used after you have completed using the Pre-Proposal Capture Q&A forms and Proposal Input Forms before you start building your compliance matrix. It will let you do things out of sequence, including jumping straight into win strategy development without doing any preparation or working on your win strategies after you've started content planning. In the world of proposals we don't always get to do things the ideal way and we don't want our tools to break when reality throws us a curve ball. What does it do? MustWin Now encourage
  6. The Proposal Input Forms tool is similar in function to the Pre-Proposal Capture Q&A tool. The key difference is that the Pre-Proposal Capture Q&A tool is intended for gathering information and guiding the pursuit long before the RFP is released. Proposal Input Forms are intended to gather and assess what you know immediately at RFP release so that it can impact document construction. The functionality of the tool is similar, but the type and purpose of the information is different. See also: Help using MustWin Now To begin working, select one of the forms
  7. Customers do wacky things when they format their RFPs. They are difficult for people to interpret. If we tried to automatically parse them, you'd spend as much time verifying the software did it correctly as it would have taken to do it yourself. So we use a hybrid approach. You mark the headings and MustWin does the rest. It's the fastest and easiest way we've ever seen to do this. And yet it's still the most complicated tool on the platform. See also: Help using MustWin Now Before we walk through importing the RFP, let's take a look at first page you see when you go to
  8. MustWin Now has a tool for gathering pre-proposal capture questions and answers. It's flexible enough to be used simply to gather information or to prompt activity. It can be used instead of creating a document called a "Capture Plan." It can even be used if you have no capture management process and not capture managers. What this tool does is gather the answers to key questions so that you can turn them into win strategies and proposal themes. You can do this long before the RFP is released. Or shortly before. Obviously it is better to start early when you can do more research and prepa
  9. This is the collaboration form that appears throughout MustWin Now tool. It looks simple, but it can do a lot. For proposal managers, it can be used to issue and track assignments. For proposal contributors, it can be used to show what you've been assigned. Sometimes issues can be resolved with a simple phone call or email. But sometimes a phone call doesn't work and email can become unmanageable. You don't have to use MustWin Now for all of your collaboration, but if you do each item will be tracked and it won't get forgotten or overlooked. MustWin Now is designed so that in just a few c
  10. Description You don’t create a proposal function and implement a new process that impacts other departments in a single step. It’s better to start simple and increase the sophistication over time. But where do you start? What is the least amount of process you can get away with? To understand this, you have to change how you think about process. It’s not about steps. You don’t start with fewer steps and add more over time. Instead, it’s about starting out with the right principles and improving your ability to fulfill them over time. Here is a basic list that can get you star
  11. Customers clearly think that price matters. They are also concerned about risk. If the price is too low, the risk goes up. What they want are the features, but what they need is compliance with the specifications and anything they are required to comply with. Your best clue as to which of these matter the most is the evaluation criteria in the RFP. Look at how they evaluate each item and how much weight they give it. Then make sure that your offering and the points of emphasis in your proposal reflect their priorities. Risk is about trust, your approach to risk mitigation, and
  12. To build your proposal around what it will take to win, you must: Gather intelligence. Use the Readiness Reviews to gather intelligence about the opportunity, customer, and competitive environment. Assess what you learned. Based on the intelligence you gathered, articulate what it will take to win in the forms of lists so that you can base your win strategies and themes on it. Incorporate it into your Content Plan. To ensure that the proposal text reflects what it will take to win, you should include what it will take to win into the Content Plan. Validate that the
  13. Transparency is the idea that the customer can see the status of all project components and all project data. When you operate transparently, the customer knows about problems as soon as you do, and knows everything you do about them. When you operate transparently, the customer can tell if you have kept all your promises. Transparency is about not giving yourself anywhere to hide, and making sure the customer knows it. Transparency requires that you actually do things the way you promised in the proposal. Approaches Transparency works best on transaction based projects.
  14. 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 you develop the curriculum? What certification(s) will students receive? What accreditation does your organization and/or instructors have? ApproachesDifferent goals can drive the need for training on a project. Training may be necessary for the
  15. See also: Creating a proposal content plan Content Plans are flexible. You can use them on simple, quick turnaround proposals or large complicated proposals. You can use them on proposals with strong centralized management and planning, and you can use them on decentralized highly collaborative proposals. In addition to figuring out what to say in your proposal, you can use Content Plans to provide training, guidance, communication, and even issue tracking. It helps to focus on the fundamentals. At its core, a Content Plan does two things: Sets expectations for wr