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Fairfax Economic Development Authority Procurement Academy

Capture Planning Process: How to Write Winning Proposals By Robert P. Rogers, Jr. President, Chesapeake Government Health Services. Fairfax Economic Development Authority Procurement Academy . Chesapeake Follows a Process for Business Development. The process we follow:

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Fairfax Economic Development Authority Procurement Academy

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  1. Capture Planning Process: How to Write Winning Proposals By Robert P. Rogers, Jr. President, Chesapeake Government Health Services Fairfax Economic Development AuthorityProcurement Academy

  2. Chesapeake Follows a Process for Business Development • The process we follow: • Ensures we collect the information we need to have a competitive advantage • Makes the proposal more efficient • Reduces the impact on participants • Enables progress and quality to be measured • Ensures that everyone knows what is expected of them • Is available as a set of off-the-shelf documentation from CapturePlanning.com • Following this process has helped our win rate go from 5% to 40%

  3. What Are The Major Phases Of The Process? Pre-RFP Post-RFP/Proposal Proposal Planning Proposal Writing Proposal Validation Proposal Production Submission Post-Submission Award • Marketing • Q1: Lead Identification • Q2: Lead Qualification • Q3: Intelligence Gathering • Q4: Bid Preparation • RFP Release

  4. What Are The Major Phases of The Process? Business Development Phase Time to anticipated RFP release… 0% 20% 40% 60% 80% 100% RFP Release Lead Identified Lead Identification Review Lead Qualification Review Intelligence Gathering Review Bid Preparation Review Proposal Development Phase ? Proposal Planning Proposal Writing Proposal Validation Proposal Production Post Submission Proposal Award

  5. It’s As Easy As Filling Out a Form • Pre-RFP • Each phase has specific questions to be answered and goals to be achieved • We simply answer the questions on a form for each of four reviews that ensure we achieve the goals and are positioned to win • Post-RFP • The information we collect Pre-RFP flows right into our proposal plans • We plan the content of the proposal, and then validate that the proposal fulfilled the plan • The plan, proposal writing, and validation all are based on what it takes to win, which was discovered during the Pre-RFP phase

  6. Where Did The Process Come From? • CapturePlanning.com is the author of the MustWin Process. Their website is an incredible resource. • The MustWin Process is an off-the-shelf set of documentation that companies can implement on their own • Chesapeake combines a few hours a week of their expertise with our own staff to achieve an economical blend • The result is a level of sophistication and expertise that rivals those of the largest companies but at a cost we can afford

  7. Results of Following The Process • We went from losing 5 in a row, to winning 5 in a row • We can now spot problems before they become too large to handle • Everyone knows what to do and what is expected of them • We work better as a team • I’m more focused on quality assurance and oversight • We are getting better over time

  8. Closing Remarks and Q&A • For more information: www.captureplanning.com • Chesapeake uses this product when working with subcontractors • Chesapeake is continually improving the product with Capture Planning

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