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The Four-Phase Collaboration between Project Managers and
Proposal Professionals that Develops Contract-Winning Synergy
This two-part article evolved from my November 4, 2010 presentation at the PMTools in Crystal City. Part One emphasized ( a) why proposal managers/writers and project managers/orals teams must work in concert, not separately as is often the case, and (b) specific guidance enabling Project Managers to improve their presentation skills to make them more effective in leading oral presentations. These oral presentations can be the “tiebreaker” in determining which company is awarded the contract.
In Part Two I outline a four-phase approach which unites the proposal and orals teams to enhance the chances of winning contracts.
This article is Part One of a two-part submission for the Project Management Institute, Washington DC Chapter (PMIWDC) webpage. It is evolved from my November 4 PMTools presentation at the Crystal City Sheraton. This article will:
- Explain why proposal managers/writers and the proposed project managers must work in concert, not separately as is often the case; and
- Provide advice that will enable proposed project managers to improve their presentation skills. This advice is based on the methodology that is the heart of my executive workshops.
In Part Two, to be published on the PMIWDC website at a later date, I will outline an integrated four phase process by which writers and presenters can develop contract-winning synergy.
What do I mean by “Bringing Home the Bacon?“ It’s what the proposed project managers are expected to do when they head an orals presentation team that is competing with other companies for contracts. Yet these proposed project managers are often brought into the proposal process relatively late. They are expected to win the business, but are not involved in developing the proposal. That, I submit, is not the way to win business.