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101 Things Your Business Development Process Should Address

It's not the flow chart that makes a process successful.  It's not even the process manual (that sits on a shelf) that makes a process successful.  What makes a process successful are the tools that people use to execute the process.  You need to make it easier for your stakeholders to execute a proposal using your process than it is to execute a process without your process.  The tools and job aids you offer will determine how easy that is.  Here is a list of 101 things that should be part of your business development process.

  1. Introduction To The Process
  2. Descriptions Of Roles And Responsibilities
  3. Explanation For What The Executive Sponsor Can Expect
  4. Explanation For What The Business Development Manager Can Expect
  5. Explanation For What The Capture Manager Can Expect
  6. Explanation For What The Proposal Manager Can Expect
  7. Explanation For What The Process Administrator Can Expect
  8. Explanation For What The Production Manager Can Expect
  9. Explanation For What Writers Can Expect
  10. Explanation For What Subject Matter Experts Can Expect
  11. Explanation For What Reviewers Can Expect
  12. Explanation For What Production Staff Can Expect
  13. Guidance For Estimating Pursuit Staffing Requirements
  14. Guidance For Budgeting And Bid And Proposal Cost Accounting
  15. Form For Role Assignments
  16. List Of Goals To Be Achieved Before The RFP Is Released
  17. Form For Describing The Opportunity
  18. Form For Tracking Key Dates
  19. Form For Tracking The Contact History
  20. Form For Tracking Pursuit Action Items
  21. Description Of The Review Process To Ensure RFP Release Readiness
  22. Schedule For Readiness Reviews
  23. Guidance For Readiness Reviewers
  24. Explanation Of Bid/No Bid Considerations
  25. Bid/No Bid Decision Form
  26. Lead Identification Report Template
  27. Criteria/Requirements For Lead Identification Review
  28. Lead Identification Report Review Form
  29. Lead Qualification Report Template
  30. Criteria/Requirements For Lead Qualification
  31. Lead Qualification Report Review Form
  32. Intelligence Gathering Report Template
  33. Criteria/Requirements For Intelligence Gathering
  34. Intelligence Gathering Report Review Form
  35. Bid Preparation Report Template
  36. Criteria/Requirements For Bid Preparation
  37. Bid Preparation Report Review Form
  38. Capture Plan Report Template
  39. Criteria/Requirements For Capture Plan
  40. Capture Plan Review Form
  41. Teaming and Subcontracting Document Status Tracking Form
  42. Win Strategy Worksheet
  43. Description Of What To Do While You Are Waiting For RFP Release
  44. Sources Sought Release & Response Checklist
  45. Freedom Of Information Act (FOIA) Request Guidance
  46. Draft RFP Release Checklist
  47. Guide To Influencing The RFP
  48. RFP Release Checklist
  49. RFP Distribution List
  50. RFP Release Bid/No Bid Decision Form
  51. RFP Question Submission Guidance
  52. RFP Question Collection List
  53. RFP Amendment Checklist
  54. Kickoff Meeting Guidance
  55. Kickoff Meeting Agenda
  56. Kickoff Planning Worksheet
  57. Kickoff Meeting Invitation Template
  58. Proposal Schedule Guidance
  59. Sample 10, 30, 45, and 90 day Schedules
  60. Proposal Schedule Form
  61. Staffing And Assignments List
  62. Points Of Contact List
  63. Bid And Proposal Cost And Time Tracking Instructions
  64. Work Location Guidance And Reservation Instructions
  65. Equipment Request And Use Guidance
  66. Access Guidance (Physical, Network, Software)
  67. Proposal Software Guide
  68. Sustenance Guidance (Food And Personal Necessities)
  69. Lodging Guidance and Reservation Instructions
  70. Travel Guidance and Instructions
  71. Compliance Matrix/Outline Guidance
  72. Compliance Matrix/Outline Template
  73. Content Planning Guidance
  74. Content Plan Template
  75. Content Plan Checklist
  76. Production Planning Guidance
  77. Production Plan Template
  78. Proposal Quality Validation Guidance
  79. Proposal Quality Validation Planning Form
  80. Proposal Quality Validation Review Checklist
  81. Guidance For Managing The Schedule
  82. Guidance For Managing Assignments
  83. Guidance For Managing Validation Reviews
  84. Guidance For Managing Changes
  85. Guidance For Managing The Proposal Budget
  86. Guidance For Writers
  87. Templates For Writers
  88. Style Guide For Writers
  89. Configuration Management Instructions
  90. Instructions For Requesting Graphics
  91. Standards For Developing Graphics
  92. Tracking Form for Graphics
  93. Final Production Checklist
  94. Submission Readiness Checklist
  95. Shipping Instructions and Tracking Guidance
  96. Delivery Guidance
  97. Delivery Receipt
  98. Post Submission Plan
  99. Response To Questions, Requests For Clarification, Deficiencies, And Revisions
  100. Debrief Plan
  101. Lessons Learned Form

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By Carl Dickson,
Founder of CapturePlanning.com and PropLIBRARY



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