Problem

Software

You are never prepared at RFP release

Intelligence collected needs to be stored in a place and format that enables it to be used during proposal development.  If you are just using a LAN, you probably don’t want to give everyone on the proposal access to your business development folders.  However, you can use proposal software, especially if it has workflow features like Privia’s, to copy the files to the proposal folder.

You argue over proposal quality

To overcome this, you need to define what it will take to win and then use this as a standard to measure your progress and perform your reviews.  Privia’s collaboration features can be used to get everyone’s input for a list of what it will take to win, and then its workflow features can be used to deliver that list as input for reviewers.

No one follows the process

The best way to get people to follow the process is to make it easier to do so than it is to skip it.  The best way to achieve that is through automation.

You don’t have a written process in place

Instead of a policy or reference manual, think of your process as a series of checklists, forms, and short guidance pieces.  Then deliver them at the moment of need along with assignments, using a software-based workflow system like the one that Privia has.  This will not only make your process easier to implement, but it will make it far more likely to be followed.

Reviews aren’t helpful

Instead of holding open-ended reviews, you should be targeting specific proposal attributes for validation.  You should also provide guidance to your reviewers.  With Privia you can deliver that guidance along with the files for their reviews.

Every proposal ends in a train wreck

When you build your content plan and review plan around what it will take to win, you need to carefully track to make sure each element gets into the plans, that they are reflected in the assignments, and that they are validated when you receive a draft.  Software can help you track the pieces as well as route them to the appropriate people.

You can’t afford to train staff involved in business development

You need a separate plan for skills enhancement and task completion.  You can use Privia’s workflow routing system to deliver written guidance or links to online training at the moment of need to facilitate task completion.  When you build guidance into your process, the need for training as a separate expense is greatly diminished.

Business development and proposal writing are not one integrated process

To achieve this you need to integrate the flow of information from the business development phase to the proposal phase.  Privia can be used to route the relevant information from the business developers to the proposal team to ensure that the intelligence you collected makes it into the document.

You can’t bid less and win more

Instead of trying to get people to pass on opportunities, you should require them to do their homework.  You should have a set of questions that you need answered for each opportunity before the proposal starts.  Privia can route both the questions and answers to streamline the process.  Privia can also be used to track the opportunities in your pipeline so that you can compare the win rates of opportunities where you did your homework to opportunities where you did not.