Shipley Asia Pacific in Sydney, Australia | Business service

Shipley Asia Pacific

Locality: Sydney, Australia

Phone: +61 2 9232 2030

Address: Level 3, 109 Pitt Street 2000 Sydney, NSW, Australia

Website: https://shipleywins.com.au

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18.01.2022 Include the Program (Delivery) Manager in teaming discussions. Customers want to see a team that has worked together successfully on prior, similar programs. Customers suspecting teaming incompatibilities turn elsewhere. The program manager will manage the winning team, so maximise your success by including them in teaming partner selection and contracting.... Far too frequently, management decides to team, but the individuals involved do not always get on or work well together. Minimise internal dissension by predefining how subcontractors will be selected for anticipated tasks, overall workflow, and reporting relationships. In addition, determine each organisation’s role and financial responsibility in capture, proposal preparation, post-submittal and program mobilisation. Ensure all of this is clearly explained in the proposal.

12.01.2022 Avoid the risk of your evidence being overlooked due to being relegated to a separate section of your proposal. Instead integrate relevant experience and past performance into the body of the proposal adjacent to your claims. Relevant experience applies to the organisation as a whole, the specific actions required, or the experience of the individuals contributing to the services proposed.... Relevant experience is experience within the category of the service, industry or activities represented in the specific opportunity. For example, your organisation has built bridges, or aircraft, or managed catering services. Past performance indicates how well you did the same or similar work: the results, impact or process changes resulting from performing the work. Many acquisition regulations include past performance as a mandatory evaluation factor and require hard measurements on: quality, timeliness, budget management, user satisfaction. Even when separate relevant experience and performance sections are requested, include examples of both within other sections to support your claims. Different evaluators reviewing different sections seldom link your proposed approach, to proof in a separate section.

10.01.2022 Make sure evaluators get their answers as quickly as possible; state your most important point first. Proposal evaluators read until satisfied, score the question, then look for the answer to the next question. Writers’ styles are influenced by the documents they read. So proposal writers with a technical background often model their writing on the scientific genre, where process is more important than results and comes first in the document.... However, the most effective and highest scored proposals are like management reports or newspaper articles. They state their conclusion or result, and then support it. When writing any proposal or business document, ask yourself, If the evaluators stop reading before the end, will they have absorbed the ideas and information that are most important to them? If not, reorder your content to reflect the evaluator’s priorities, with essential ideas and points stated in the first sentences.

04.01.2022 Make teaming decisions early in the Capture process. You need to make sure the most advantageous partners, and the best talent are available. But be sure to develop your selection criteria based upon customer requirements and issues, not just counterbalancing strengths and weaknesses of the teaming organisations. For larger projects, funding is easier to obtain early, before funds are committed to other purposes.... Customers require time to understand and accept your positioning of your team so plan for that process and time as well. Lastly, you need a signed agreement to collaborate freely. Teaming discussions take time, involving senior management, attorneys, and formal contracts.

01.01.2022 Analyse each competitor’s acceptable price range by considering their prior pricing strategies. Price to Win is a strategic management issue, not just a pricing issue. Your team will arrive at a final Price to Win by iteratively building better data, about the customer’s perceptions, your cost and profit parameters, and the cost and profit parameters of competitors.... Competitors tend to repeat prior pricing strategies, especially strategies they have used on successful bids. Look for such patterns of behaviour, and constantly triangulate your information using a wide range of sources.