Role

Pre-Qualification

Initiate Response

Generate Response

Submission &

Follow-up

Post-Award

Activities

Proposal (Bid) Mgr.

§          Monitor Approved Prospect List

§          Estimate Resource Requirements based on Early Visibility

§          Track development of Approved Prospect

§          Analyze complex bid requirements (typically >1500) - business & technical

§          Prepare Work Plan highlighting milestones and critical path

§          Identify levels of Approvals

§          Determine Resource Requirements

§          Assemble Bid Team (5-20)

§          “Kick-off” response effort

§          Develop plan for incorporating “win strategy”/”theme” into bid

§          Implement Work Plan

§          Maintain Critical Path

§          Actively communicate with all team members & manage response effort

§          Facilitate issue resolution

§          Co-ordinate Customer Q/A's

§          Review & Consolidate Inputs

§          Coordinate Independent Reviews (Red-Team Review)

§          Obtain Approvals (if any)

§          Production of Proposal

§          Arrange delivery of proposal and supporting documents to customer

§          Support Customer’s Clarification Requests, if required

§          Coordinate Post Submission Debrief

§          Attain Win/loss feedback

Technical Proposal Engineer

§          Monitor Approved Prospect List

§          Review & evaluate requirements of assigned section or non-complex bid (typically < 500 requirements)

§          Manage assigned section or non-complex bid

§          Assemble Bid Team on non-complex bid (4-8)

§          Provide “first pass” technical responses

§          Coordinate input from virtual team on assigned section or on non-complex bid

§          Consolidate inputs on assigned section or on non-complex bid

§          Support production efforts

§          Responsible for first two actions above on non-complex bid

§          Attain Win/loss feedback

Account Team

§          Generate / maintain Customer Relations

§          Account Planning

§          Liaise with Marketing / Technical

§          Provide Early Visibility of potential opportunities

§          Integrate into Bid Team

§          Prepare Case for Bidding

§          Obtain Approval to Bid (bid/no bid)

§          Define key business drivers & value proposition (with Marketing input as necessary)

§          Develop technical solution (with Technical input as necessary)

§          Analyze bid requirements and develop “win strategy”/”theme”

§          Communicate strategy to bid team

§          Participate in implementation of team Work Plan and discharge any actions

§          Contribute Business information (Strategy, Value Proposition, etc)

§          Develop Cover Letter, Executive Summary/ Technical Summary

§          Deliver Proposal to Customer

§          Feedback Customer Q/A's

§          Feedback Customer decision

§          Conduct Post Submission Debrief

§          Organize Customer negotiations (if any)

§          Complete Win/Loss evaluation

§          Handover of Contract responsibility to Commercial / Sales

Marketing

§          Market Planning

§          Sales Support & Strategic Fit

§          Attend Conference/Exhibitions

§          Opportunity Analysis

§          Integrate into Bid Team

§          Communicate relevant information to Strategic Planning

§          Contribute Business information (Strategy, Value Proposition, etc)

§          Contribute approved financial information as appropriate, e.g. Pricing/Executive Summary Information

§          Assistance to Account Manager as appropriate

§          Provide support to contract negotiations as required

§          Feedback Win / Loss Analysis information into Business

Technical

§          Contribute Technical view to Prospects including risks

§          Identify 3^rd Party Product requirements

§          Integrate into Bid team

§          Participate in development of Technical Strategy, as appropriate

§          Provide technical elements as required

§          Liaise with Product Division & Services to co-ordinate responses

§          Provide support to contract negotiations as required

§          Provide support to contract negotiations as required

§          Attain Win/Loss feedback

Commercial

§          Monitor Approved Prospect List

§          Integrate into Bid Team

§          Analysis of Risk & Content

§          Resolve NDA requirements

§          Provide Contractual elements as required (i.e. non-standard). 

§          Raise Bonds / Insurance etc.

§          Prepare Offer Letter

§          Facilitate Approval Req.

§          Commercial Q/A's

§          Participate in contract negotiations

§          Attain Win/Loss feedback

§          Order Acceptance

§          Formal Handover of awarded contract to Sales