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243 Articles 52 Files 4 Topic Hubs 8 Presentations 21 Exercises 5 Videos 4 Quizzes 20 Courses 532 Recipe Ingredients 63 Recipe Topics
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Articles

Proposal writers and subject matter experts
Preparing to write the management plan before the RFP is released
Preparing to write the technical approach before the RFP is released
Preparing to write the staffing plan before the RFP is released
Focusing on self-assessment for proposal quality instead of reviews
Why you need a review team leader
Why all proposal reviewers need training before every review
Why you should use proposal quality criteria during writing as well as during reviews
Defining proposal quality
Proposal Schedule Worksheet
Starting a Proposal Based on an RFP
Proposal Production Plan
Proposal Assignments
Competitive Assessment
Measuring readiness
Scheduling readiness reviews
Win strategy development using MustWin Now
Things you can try to learn more about how to use MustWin Now
7 ways to staff pursuits and proposals for maximum ROI
Assessing the impact of the input layer on your process
Assessing the impact of the performance layer on your process
29 examples of how to position your corporate experience in a proposal
Capabilities vs. Corporate Experience
What matters to the customer about your offering?
23 examples of how to ghost the competition in your proposals
11 ways to customize a proposal recipe
Achieving pre-RFP goals makes post-RFP goals possible
Readiness review #3: scoring sheet
Responding to a request for information (RFI) / sources sought notice
The best proposal outline is written from the customer’s point of view
Using a compliance matrix to create the proposal outline
Waiting for an uncertain RFP release
What to do when you get a late start
Benefits of using a content plan
Addressing graphics in your content plan
Content planning iteration #1: create the shell
Content planning iteration #2: add the RFP requirements
Content planning iteration #3: win strategies, themes, and evaluation criteria
Using the content plan as a recipe
Content planning iteration #4: add intelligence
Content planning iteration #5: add your solution and references
Content planning iteration #7: add assumptions, limits, and issues
Content planning iteration #8: add boilerplate
Using proposal content plans with proposal recipes
Proposal content plan review checklist
Visualizing a content plan
What to put into your proposal content plan
Who should create the content plan?
Writing content plan instructions
Using proposal content plans to improve proposal writing
Planning Your Solution vs. Planning Your Content
Management models for Proposal Content Planning implementation
How to plan your proposals faster
Quality criteria for assessing whether a Proposal Content Plan has been completed correctly
The Process For Creating a Content Plan
Centralized vs. decentralized content planning
Content planning for quick turnaround proposals
Proposal Planning Goals
Tips for Implementing and Using Content Plans
Review prior to creating a Proposal Content Plan
Content planning iteration #6: add graphics and tables
Content plan validation prior to implementation
How to incorporate boilerplate/re-use into your content plans
Advanced Proposal Content Planning considerations
9 proposal metrics you didn’t think were possible enabled by Proposal Content Planning
How to turn Proposal Quality Validation into a checklist and forms driven process
Sample Proposal Quality Criteria
Proposal quality validation plan review checklist
Completing your proposal quality validation plan
Before and after example: Saying you've done it instead of what you'll do
Before and after example: Sentences that add no value
Before and after example: How to make your proposal about the customer instead of making it about your company
How information flows through the process to become what you need to win
Winning when all the customer cares about is the price
Win Strategies and Themes
What to focus on first when considering a capture process
What to do when you receive a proposal assignment
What Separates a Good Theme From a Bad Theme?
What it Will Take to Win
What If There Is No RFP?
What are proposal quality criteria and how do you create them?
Using proposal themes to win
Understanding Pursuit Capture Forms
The MustWin Process Architecture
Submission readiness checklist
Staffing your pursuit effort
Six things to do when you don’t have the input you need to write the winning proposal
Setting priorities while writing
RFP release checklist
RFP distribution list
RFP amendment checklist
Readiness Reviews help implement strategic planning objectives
Readiness reviews bring structure to the pre RFP pursuit phase
Quality criteria for assessing whether an RFP compliance matrix has been completed correctly
Quality criteria for assessing whether an RFP based proposal outline has been completed correctly
Proposal writing before RFP release
Proposal style and editorial issues
Proposal risks, issues, and quality validation
Proposal Quality Validation Implementation FAQs
Proposal quality validation implementation
Proposal production and submission
Proposal manager
Process administrator
Preparing to write the past performance response before the RFP is released
Pre RFP pursuit
Post RFP release bid/no bid decision
Opportunity pursuit lifecycle phase descriptions
Major bid/no bid considerations
Lowest Price, Technically Acceptable (LPTA) Evaluation Criteria
Lessons Learned Checklist
Kickoff Meeting Planning Worksheet
Kickoff Meeting Invitation Template
Kickoff meeting guidance
Kickoff meeting agenda
Is the RFP wired for someone else?
Introduction to proposal writing
Introduction to proposal lessons learned
Introduction to configuration management
Inspiration for graphics
Identifying Themes For Your Proposal
Identifying graphics
How to write about numbers without using any
How to word the headings in your outline
How to validate a compliance matrix using MustWin Now
How to go beyond RFP compliance
How to wire an RFP in your favor based on your staffing
How to assess the effectiveness of your bid decision process
How many proposal reviews should you have?
How many proposal reviewers do you need?
How contributors can help manage expectations during a proposal
Guidance for readiness reviewers
Executive sponsor
Every single sentence of your proposal must do at least one of these 12 things
Entering your proposal outline
Defining roles functionally
Creating your “what it will take to win” list
Creating a proposal in the MustWin Proposal Performance Support Tool
Creating a compliance matrix using MustWin Now
Corporate support
Compliance matrix step 4: don’t overlook any other requirements
Compliance matrix step 3: address the statement of work
Compliance matrix step 2: address the evaluation criteria
9 factors that define the role of a Proposal Manager
Compliance matrix step 1: create a high level outline based on the RFP instructions
Checklist for validating your proposal outline
Checklist for responding to draft RFPs
Checklist for customer site visits
Capture manager
Business development manager
Assessing What it Will Take to Win
Articulating proposal themes
Applicability of the MustWin process
A simple formula for proposal writing
90 things that someone needs to do to win and who is usually responsible
60 proposal quality considerations for 6 key topics
6 targets for relationship marketing and 5 ways to reach out to potential customers
38 questions to ask during a debrief
38 change management considerations
22 ways to beat your competitors through differentiation
16 ways to organize a proposal outline
11 topics that drive win strategies
101 topics for proposal themes
A two-part strategy for writing great proposal introductions
Proposal Quality Validation Form
9 ways to help eliminate false hits when searching for leads
Inspiration for writing proposal themes
Techniques for using tables to deal with tight proposal page limits
7 ways to fill your pipeline using a divide and conquer strategy
How creating the Basis of Estimate first can improve proposal writing
A blueprint for proposal writing that explains how to approach writing proposal paragraphs
58 proposal reference library topic recommendations
37 problems to solve for successful pursuit and capture
Developing your offering vs. developing your proposal
Who does what?
Role assignment form
Production manager
Graphics specialist
Fixing the SWOT model to work for proposals
Bid/no bid decisions
Where should you look to identify themes?
MustWin Now: Adding a new pursuit
MustWin Now: Adding RFP requirements
A simple formula for influencing the RFP
Assessing the impact of the organizational layer on your process
How to build quality into every step of your proposal
How detailed should your proposal quality criteria be?
Conducting proposal reviews based on quality criteria
Introduction, applicability, and scope of the CapturePlanning.com MustWin process
The six goals required to submit a proposal that reflects what it will take to win
Training plan
Controlling access to your proposal
Learn more about performing proposal reviews
16 things to make your proposal about
Bid strategies based on your customer’s aspirations
Change management
Team Member Data
Should you start your proposal with an "Understanding" section?
Training Plan
Customer reaction proposal checklist and test
8 ways to prepare for a contract recompete
How to write about your experience
Proving that you can deliver enough staff
Winning by fulfilling the customer's goals
Win strategies based on trust
23 topics to inspire features
Three Ways to Position to Win Services Contracts
Opportunity pursuit key dates
Transition plan/phase-in plan
Deliverables
Win strategies for when the customer tells you what to bid
Strategies for offering solutions
Transparency
Quality Assurance
Proposal Introduction Paragraphs
Capacity Issues
Customer involvement
Tools, methodologies, and techniques
Supply chain
Confounding the competition
Continuity planning
Customer support
Escalation plans
How to tell your story in a proposal
How to do proposals the wrong way
Inspiration for positioning to win
Quality assurance
Readiness review #2: scoring sheet
Readiness review #1: scoring sheet
Readiness review #4b: capture report scoring sheet
Readiness review #4: scoring sheet
Format for submitting RFP questions
Opportunity pursuit summary form
15 ways to turn your strategic plan into a tool
What matters to the customer about your offering?
Transparency
Security
Safety
How to write about quality in a proposal
Infrastructures
Risk
Locations
Staffing
Organization

Files

Proposal proof point cheat sheet
Proposal Content Planning Cheat Sheet
Proposal Content Planning Guide
How to make figuring out what to propose simple (ppt)
A Better Way to Figure Out What Should Go Into Your Proposal
Sample Proposal Content Plan
How to Write a Management Plan
Sample proposal introductions
How to Write an Executive Summary
Matrix of key customer concerns and how they relate to your proposal
Proposal Sample Makeover: Before & After
How to write about fulfilling the RFP requirements
How to write about your approaches
How to write about your company's capabilities
Handout: 11 ways to get ahead of the RFP
Proposal Reuse Assessment and Tailoring Tool
Proposal Format Guide
509 Questions to Answer in Your Proposals
Proposal Startup Information Checklist
Proposal Quality Assessment Criteria
Framework for the six goals required to submit a proposal that reflects what it will take to win
Proposal Sample Makeover: Before & After (Makeover)
Proposal sight reading checklist
Simple compliance matrix template
Introduction to Readiness Reviews Presentation
Simple offer design checklist
Calhoun International capabilities brief
Federal Market Essentials Report Sample
Pipeline Assessment Webinar Slides
DC Summit for Success Presentation: It's Not About You
Understanding What It Takes to Win
20 Years of Proposal Re-use Secrets
Proposal Sight Reading Presentation
Proposal Specialist Assessment Tool
Whitepaper: Real World Teaming Tips
InTec LLC Capability Statement
Humanscale Capability Statement
DDS Staffing Resources Capability Statement
Palmer Staffing Capability Statement
AgH2O Holdings Capability Statement
BTA Capability Statement
Consulting Agreement
Downtown Water Front Master Plan Proposal
Piedmont Civic Center Master Plan Proposal
Landscape Architecture Design Services Proposal
CSS Bid Plan
Webinar Slides: Getting Ahead of the RFP
How to Do Proposals: The Wrong Way
Quick and Dirty Guide to Writing a Last Minute Proposal
How to Survive Your First Business Proposal
Business Development for Project Managers
MustWin Process Workbook

Topic Hubs

Goal: Prepare a proposal content plan for achieving what it will take to win
Proposal content planning implementation
What to do at RFP release
Goal: Validate that the draft reflects your quality criteria

Presentations

Proposal paragraph template visual
How to format your Executive Summary
MustWin Now: Entering and editing your proposal outline
Wording RFP responses
MustWin Now: Splitting complicated RFP sections
Start by Defining Proposal Quality
Example of Compliance Matrix Creation
Introduction to creating a compliance matrix

Exercises

Exercise: Who, what, where...
Oak Ridge Institute for Science and Education (ORISE) RFP
Exercise - Optimizing your wording to match the Evaluation Criteria
Exercise - Using RFP keywords
Exercise: Breaking bad proposal writing habits
Exercise: Writing the introduction paragraph
Exercise: Passing the "So What?" test
Exercise: Who, what, where, how, when, and why
Exercise: Create a Content Plan, Iteration 4
Exercise: Create a Content Plan, Iteration 3
Creating a compliance matrix
Exercise: Create a Content Plan, Iteration 8
Exercise: Create a Content Plan, Iteration 7
Exercise: Create a Content Plan, Iteration 6
Exercise: Create a Content Plan, Iteration 5
Exercise: Create a Content Plan, Iteration 2
Exercise: Create a Content Plan, Iteration 1
Exercise: Using the outline to tell a story
Exercise: Creating a more challenging proposal outline
Exercise: Creating a Proposal Outline
Exercise: Creating a compliance matrix

Videos

MustWin Now Video: RFP cross-reference approaches
MustWin Now Video: Adding a new pursuit
MustWin Now: Step Bar
Video: Proposal Quality Validation
Proposal sight reading

Quizzes

Quiz: Proposal Quality Validation
Quiz: Understanding Proposal Quality
Quiz: The PropLIBRARY training system
Quiz: How to create a compliance matrix

Courses

Fundamentals of proposal writing
How to respond to an RFP with the right words
Pursuit and Capture Program
How to create a compliance matrix
Creating a Proposal Outline
Introduction to Proposal Content Planning
Creating a Content Plan for a proposal
Understanding Proposal Quality
Implementing Proposal Quality Validation
Proposal Sight Reading
Fundamentals of proposal writing
How to respond to an RFP with the right words
Goal-driven proposal management using MustWin Now
How to create a compliance matrix
Creating a Proposal Outline
Introduction to Proposal Content Planning
Creating a Content Plan for a proposal
Understanding Proposal Quality
Implementing Proposal Quality Validation
Proposal Sight Reading

Recipe Topics

RFP Compliance: Add guidance related to achieving RFP compliance
Win strategies: For identifying the points you need to prove, your differentiators, things to emphasize, and ways to maximize your evaluation score
Technical Approach: offering design and SOW response
Graphic Concepts: Guidance related to communicating your message visually
Assumptions, boundaries, limits: For making decision and keeping track of key details
Useful intel, data, or boilerplate: Guidance based on what you know about the customer, opportunity, or competitive environment and material from your library
Optional considerations, inspiration, recipes, and things to write about: Suggestions to explore
General Instructions: For guidance that applies across the proposal in multiple sections