Foundations of Proposal Management
The Foundations of Proposal Management course provides essential skills for managing Federal proposals using modern, agile methods suited to today’s fast-paced environment of dispersed teams, tight deadlines, and limited resources. It covers the full proposal development process—from analyzing Government RFPs and planning proposal writing, to developing annotated outlines, proposal schedules, and managing the kickoff process effectively.
You’ll also learn how to conduct color team reviews (Pink, Red, Gold, and White Glove), oversee proposal production, and handle post-submission activities such as participating in debriefs. This self-paced course is ideal for professionals seeking to strengthen their proposal management and writing skills, streamline processes, and increase their win probability (Pwin).
$777
Foundations of Proposal Management
Original price was: $1,195.00.$777.00Current price is: $777.00.
The Bid & Proposal Academy course is one of the most comprehensive Government proposal training programs available, going beyond process to teach the detailed “how-to” techniques that help you consistently win proposals.
This self-paced course combines instructional content, interactive exercises, and real-world examples to help you master every stage of proposal management and writing.
Who will benefit from this course:
- Proposal managers new to Government proposals or transitioning from the commercial sector.
- Proposal writers and coordinators who have learned mostly through on-the-job experience but need formal training.
- Capture managers who want to become more well-rounded in proposal management.
- Proposal professionals seeking more efficient, repeatable ways to work and win.
- Experienced practitioners who want to refresh and modernize their skills.
- Anyone looking for a structured, repeatable proposal process that avoids starting from scratch each time.
Course Curriculum
Learning Objectives
Upon course completion, the participants will have learned and be able to put into practice:
- Understanding where bid proposal management fits in the federal business development lifecycle.
- Understanding what it takes to win Government proposals.
- Understanding process-based approach to proposal management.
- Analyzing RFP requirements.
- Parsing the RFP to create compliance matrix and compliance checklist.
- Creating better storyboards and an annotated proposal outline.
- Developing a proposal schedule.
- Creating a realistic proposal process and proposal development plan.
- Issuing assignments to proposal writers and subject matter experts.
- Integrating cost proposal activities with the technical proposal development.
- Preparing for and conducting a productive proposal kickoff meeting.
- Managing proposal process day-to-day.
- Conducting effective Pink Team, Red Team, and other types of proposal reviews.
- Producing and delivering a compliant proposal before the deadline.
Day 1 Highlights
Module 1: Introduction
- Introductions and learning objectives.
- Introduction: What is proposal management? Overview of the business development process to provide a big-picture perspective.
Module 2: Proposal Process
- Why most proposals don’t win and what to do to win Government proposals.
- OST’s six-phase proposal process that aligns with other industry practices such as Shipley proposal process but dives into agile approaches to streamline and organize federal proposal writing.
Discussion: Proposal process observations
Module 3: Requirements Analysis
- How federal RFPs are organized. The most important Government RFP sections for a proposal manager. How to read Government RFPs
- correctly to understand exactly what Government evaluators are looking for in your proposal.
- How to develop an RFP compliance matrix, and compliance checklist to ensure that you don’t miss any RFP requirements.
Exercise: Analyze and parse the RFP to create a compliance checklist.
Module 4: Outlining and Story boards
- How to create a compliant proposal outline that helps get the highest score.
- How to create an annotated outline for a proposal that provides detailed instructions to proposal writers.
- When to use annotated outlines as opposed to storyboards.
- How to develop storyboards or proposal writers’ work packages that help transition easily from brainstorming to the first proposal draft.
Exercise: Walk through a filled out proposal storyboard and understand how its different elements help you plan a persuasive proposal section.
Day 2 Highlights
Module 5: Developing a Proposal Plan
- How to create a proposal schedule that will result in an error-free set of proposal documents.
- How to develop a realistic proposal development plan.
- How to develop a proposal organization structure with roles and responsibilities.
- Assigning proposal sections to authors.
Exercise: Plan your proposal to develop a realistic proposal schedule.
Module 6: Conducting a Productive Proposal Kickoff Session
- How to jump-start your proposal the right way by preparing for and reaching nine all-important proposal kickoff goals.
- Preparing proposal kickoff materials.
- Planning for the kickoff.
Exercise: Go through the requirements for the draft Kickoff Brief for the practice proposal.
Module 7: Managing the Proposal Day-to-Day
- How to manage a proposal team effectively on a daily basis.
- Issuing data calls to proposal team members.
- Tracking proposal section status.
- Managing proposal document workflow and configuration control.
- Tackling challenges of managing a virtual proposal team.
- Resources for getting non-professional writers to produce better proposal sections and graphics.
Discussion: Day-to-day proposal management techniques.
Module 8: Conducting Effective Proposal Reviews
- How to run effective proposal reviews.
- Types of proposal reviews (Annotated Outline Review, Peer Review, Pink Team, Red Team, Read-Aloud Review, Gold Team, White Glove).
- Planning for and conducting a Pink Team review.
- Planning for and facilitating a Red Team review.
- Gold Team review standards.
- Other types of proposal reviews that may be helpful to your team.
- Proposal review templates, inputs, and outputs.
- Review recovery effort.
Exercise: Review a Government proposal section for compliance and content; score the section and prepare recommendations.
Module 9: Producing and Delivering the Proposal
- What you need to complete prior to proposal delivery to the Government.
- How to determine production requirements.
- How to estimate the binder size.
- Proposal tabs, cover, spine, and back requirements.
- Communicating and collaborating with the proposal production team.
- How to polish, print, check, and deliver your proposal on time.
- Confirming delivery.
Exercise: Develop a proposal production and delivery plan.