Just-in-Time Proposal Core Team Training Proposal Planning

Just-in-Time Proposal Core Team Training

Proposal Planning Mgt Volume Writers Tech Volume Lead Mgt Volume Lead Proposal Process Mgr Proposal Manager Cost Volume Lead Contracts Manager Tech Volume Writers Capture Lead Program Manager L-3 Communications Proprietary

Proposal Planning L-3 Communications Proprietary

Training Overview I Proposal Planning Team members Process Strategy II Proposal Development RFP Compliance matrix Writing assignments Milestones III Risk Management L-3 Communications Proprietary

Planning – Team Members Core Team – – – – – Capture Leader Program/Proposal Mgr Executive of Interest EPD BACE Project Engineer Contracts Operations Proposal Process Mgr Others? Bob Stadel Brent Marler George Hill Becky Clements John Urry Steve Barker Al Matthys Hank Misaka Roger Brown L-3 Communications Proprietary

Planning - Process L-3 Communications Proprietary

Planning - Process Activities that have already taken place • Gather customer and program intelligence • Develop Capture Plan • Influence program requirements L-3 Communications Proprietary

Planning - Process Activities that will take place • Develop proposal strategy, themes & discriminators • Receive final RFP Chief Engineer Review • Identify our solution Gray Beard Review • Draft Storyboards White Team Review • Draft Text Pink Team Review • Final Text Red Team Review • Estimate Costs Orange & Red Border Reviews L-3 Communications Proprietary

Planning – Strategy Summary of a Winning Strategy • Matches our Offering to the Customer Needs • Discriminates us from our Competitors • Features our Strengths • Mitigates our Weaknesses • Highlights our Competitors Weaknesses • Neutralizes our Competitors Strengths L-3 Communications Proprietary

Planning – Strategy - Themes L-3 Communications Proprietary

Planning - Strategy - Themes Theme statements link a customer benefit to a discriminating feature of our offer • The most powerful themes contain the most unique discriminators • Draft concise theme statements, preferably in a single complete sentence • Answer the following questions • Can a competitor plausibly make the same claim? • Can an evaluator use this theme to justify giving us the highest rating? L-3 Communications Proprietary

Planning – Strategy - Discriminators are features of our solution that: Differ from our competitor’s solution The customer recognizes as important • Strongest discriminators are true for us but no one else - Be specific and offer proof • If the buyer cannot discern between the offers, low price becomes the remaining discriminator • Understand the customer requirements - color of a vehicle may be a discriminator when you buy, but not when you rent L-3 Communications Proprietary

Proposal Development L-3 Communications Proprietary

Development Direction first – then velocity Obtain timely feedback Complete the work on time L-3 Communications Proprietary

Development – RFP Immediate Tasks • Review final RFP, including SOW and Specs • Prepare Bid/No-Bid Briefing • Identify resources – budget, facilities, estimators, writers • Solution • WBS • Assignments • Schedules L-3 Communications Proprietary

Development - RFP All competitive Government RFPs will contain the following sections: A B Solicitation/Contract Form DD 1707 Supplies/Services and Prices/Cost C Description/Specification/Statement of Work Attachment A - Statement of Work Attachment B - Specification D E F G H I J K Packaging and Marking Inspection and Acceptance Deliveries or Performance Contract Administration Data Special Contract Requirements Contract Clauses List of Attachments (DD Form 1423 s - CDRLs) Representations, Certifications, and Other Statements of Offeror L M Instructions, Conditions, and Notices Evaluation Factors for Award L-3 Communications Proprietary

Development - RFP Key Sections of the RFP - Form the basis of the Compliance Matrix Section L - Proposal Instructions - Format, page limits, delivery data - May prescribe outline or structure Section M - Evaluation Criteria - Prioritizes Technical, Management, Cost or other factors Section C - Statement of Work, Specification - Provides technical (Spec) and contractual requirements (SOW) Sections L, M, and C are written by different groups, so disconnects may exist ask questions!! L-3 Communications Proprietary

Development – Compliance Matrix • Provides summary to every RFP requirement • Used as a checklist to ensure compliance • Provides traceability from requirement to proposal response Item Source Description Comply Response Comments 1 I. 2. a Data Items Yes Vol II 3. 0 Understood 2 I. 2. b Software Yes Vol III See data rights assertion in Attachment 4 L-3 Communications Proprietary

Development – Writing Assignments Core team initiates the Storyboards Writers complete the Storyboards White Team reviews the Storyboards L-3 Communications Proprietary

Execution - Kick off Meeting Complete • Analyze RFP, SOW, Specification, and Terms & Conditions • Annotated Outline, Compliance Matrix, etc • Chief engineer, graybeard and white team reviews Invite • Functional managers • Volume managers/leads • Writers, editors, and estimators Present • Program overview • Compliance Matrix and draft Storyboards • Annotated Outline and assignments / content • Proposal Themes and “Win” strategy • Input requirements (writing and estimating) • Proposal Schedule and Program Schedule • Due dates and internal/external review schedule L-3 Communications Proprietary

Major Milestones L-3 Communications Proprietary

Conclusion A well-done proposal may not be the reason you won the program; however, a poorly-done proposal may be to reason you lost it! L-3 Communications Proprietary

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CSW Risk Management (RM) Policy Procedure Guideline Y-171 P-269 G-601 Proposal Team Training REBrown – Date L-3 Communications Proprietary

Policy Y-171 The purpose of risk management is to identify potential problems before they occur so that risk-handling activities can be planned and invoked … to mitigate adverse impact on program objectives. L-3 Communications Proprietary

Policy Y-171 Scope Requirement Program Type Definition Requirement Key Programs • Any program over $10 M • Any fixed-priced program with Mandatory development (NRE) content over $1 M • Any cost-type program with development (NRE) content over $5 M • Any other program specifically identified by the Director or Vice President responsible for the program Small Programs • Any program over $100 K and less All other programs • Does not meet definition for Key than $10 M with software or hardware deliverables, not covered by key program criteria. or Small Programs. L-3 Communications Proprietary Tailored organization and procedures as defined by this document Not required

Policy Y-171 Responsibilities Program Manager Buck stops here Program Team Executions begin here VP Finance Coordinators and tools VP HR Training courses Bus. Area VPs Trained program managers VP Engineering Trained PE, LSE & leads VP Operations Trained OPM & OPE VP Quality Trained quality leads L-3 Communications Proprietary

Procedure P-269 L-3 Communications Proprietary

Procedure P-269 Risk Levels L-3 Communications Proprietary

Procedure P-269 Tracking Matrix L-3 Communications Proprietary

Procedure P-269 Process L-3 Communications Proprietary

Procedure P-269 Organization L-3 Communications Proprietary

Procedure P-269 Risk Monitoring L-3 Communications Proprietary

Procedure P-269 Risk Metrics L-3 Communications Proprietary