APMP Certification for IT Professionals
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This document outlines the framework and methodologies for IT professionals involved in proposal management, including key concepts such as market identification, opportunity assessment, and customer requirements. It highlights essential factors and strategies for successful proposal development, emphasizing understanding customer motivations and utilizing Robert Cialdini's six principles of influence. Additionally, it includes procedural guidelines for submitting proposals and lessons learned to improve future processes.
![Compliance matrix and response
# RFP
Reference
Owner Compliance
code
Response
Reference
Response regulations
1 Technical response should be submitted
electronically using PDF format.
[R1] P 23 Mohamed
2 Response deadline by 31-Mar-2021 [R1] P 23 Mohamed
3 Financial proposal should be submitted in separate
physical form in sealed envelope.
[R1] P 24 Mohamed
Solutioning
4 Should support horizontal / vertical scaling. [R2] P 2 Ashraf Y [P2] P 10
5 Should support 99.99% availability and vendor
should demonstrate how this will be achieved.
[R2] P 2 Ashraf Y [P2] P 10,
P 23 - 25
6 Should support VMware. [R2] P 4 Ashraf Y [P2] P 12
7 … … … … …
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APMP Certification for IT Professionals
- 2. 2 AGENDA INTRODUCTION Objective, What, Who. Syllabus Issue, Motivators, Hot buttons, Persuasion, Six weapons of influence, Price to Win, Price comparison, Compliance matrix and response, Shapes and lines impact mood and perception, Daily team management, Lessons learned, Knowledge Management. Other Procurement related certification CIPS, APICS. 1 2 4 PromoteScrumconcepts 3
- 3. High level business development lifecycle 3 Market Identification •Market identification assessment. Account Planning •CRM. Opportunity Assessment •Competitive Assessment. Opportunity Planning •SWOT Analysis. Proposal Planning •Content Planning. •Compliance Matrix. Proposal Development Negotiation Delivery •Customer Contact. •Product demos. •Upgrades. Market Entry Decision Opportunity Qualification Decision Bid Pursuit Decision Bid / No Bid Decision Bid Validation Decision Final Review Lessons Learned
- 4. Targeting “Favored position” 4 Unknown Position Known Position Improved Position Favored Position
- 5. Who should be interested in APMP? 5 Account manager Opportunity / Capture manager Sales lead/ Manager Proposal/ Bid Manager Technical Architect
- 6. Customer Issues, Motivators, Hot buttons 6 Customer Requirements Issues Motivators Hot buttons Your proposal should reflect clear understanding to customer issues, motivations, and hot buttons. Your understanding is a key success factor in winning the bid. Key Success factor Proposal Issues that customer repeatedly discusses and often are problems with a system, software, process, or resources inhibiting the success of the customer’s organization.
- 7. Robert Cialdini - 6 principals of influence 7 Liking Show similarity, our comparability, it increases the rapport and they want to work with us. Scarcity What is distinctive, unique of what we are offering and what they will lose if they don’t make the move. Authority Tell what we know in an expert kind of way that will help them reduce their uncertainty of which is the best step to take. Social proof Evidence that a lot of people just like them have been doing this or are doing it. Reciprocity Give something to people, they want to give back to us. Commitment & Consistency A public commitment in a vendor direction, they are more likely to say “Yes” to a request that is an extension of that small commitment, and even much larger extensions.
- 8. Price to Win 8 25 40 50 70 0 20 40 60 80 Price to win Million$ Bidder cost Bidder price Customer's budget Customer's perceived value • Differentiate yourself from competitors. • Add features that offer the greatest added value at minimum relative costs. • Eliminate expensive features that offer relatively minimal benefits.
- 9. Proposal scheduling 9 MARCH 2021 28 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 1 2 3 4 5 6 7 8 9 10 SUNDAY MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY RFP release Final documentreview ProposalDelivery Kickoffmeeting Production
- 10. Compliance matrix and response # RFP Reference Owner Compliance code Response Reference Response regulations 1 Technical response should be submitted electronically using PDF format. [R1] P 23 Mohamed 2 Response deadline by 31-Mar-2021 [R1] P 23 Mohamed 3 Financial proposal should be submitted in separate physical form in sealed envelope. [R1] P 24 Mohamed Solutioning 4 Should support horizontal / vertical scaling. [R2] P 2 Ashraf Y [P2] P 10 5 Should support 99.99% availability and vendor should demonstrate how this will be achieved. [R2] P 2 Ashraf Y [P2] P 10, P 23 - 25 6 Should support VMware. [R2] P 4 Ashraf Y [P2] P 12 7 … … … … … 10
- 11. Shapes and lines impact mood and perception 11 Start Data Decision Process Process Process Stop No Yes Start Data Decision Process Process Process Stop NoYes Start Data Decision Process Process Process Stop No Yes Horizontal & vertical lines provide sense of stability. Show controlled, organized structure. Diagonal lines are dynamic & energetic, but can cause user uneasy or agitated. Curves are soothing & calming. Curved lines can pacify readers.
- 12. Lessons learned 12 Internal Determine how to improve opportunity planning and proposal development processes. Customer debriefings Determine how well you understood the customer’s perspective.
- 14. Promote Scrum concepts 14 SPRINT BACKLOG SPRINT PLANNING PRODUCT BACKLOG DAILY STANDUP SPRINT REVIEW SPRINT RETROSPECTIVE SPRINT 1 – 4 weeks POTENTIALLY SHIPPABLEPRODUCT SCRUM TEAM RFP = Proposal contributors = = Proposal = Daily team management
- 15. APMP & procurement certification 15 CIPS / APICSAPMP Bid& Proposalmanagement Vendors & Bidders Suitablefor ITprofessionals involved in proposalmanagement Procurement, Supplychain, inventory management, logistics & transportation Corporate customers Not suitablefor IT professionals, unless you are working in procurement or supply chain software andneed toknow about the business
- 16. Credits & Disclaimer • Most diagrams included in this presentation based on licensed version from Infograpia. • Flowchart diagrams are samples from licensed version of MS Visio 2019. 16
- 17. Thanks 17