Lean Six Sigma principles can be applied to all business processes, and within the inefficient proposal management processes that are used in most companies,  we can find the case for it’s use.  We can find the best locations within all elements of the 6-Phase Capture as well as the Proposal Management phase for the use of wastes eliminating techniques.  The 7–wastes are ever present.  How we deal with them can make proposal development rapid, accurate, efficient, and cost-effective.  The Case For Lean Six Sigma in Proposal Development is based on the logic that a thorough, cost-effective, and timely production schedule will yield a compliant proposal that also has effective and efficient vignettes, call-out boxes, and data-based facts that WOW the Source Selection Evaluation Board (SSEB).

Lean Methods Attack Proposal Development Waste – “TIMWOOD.”

Proposal Lead Time can only be minimized by the elimination of the Seven Types of Waste.    In order to prevent costs from rising in proposal development we recommend the following steps.

  1. Transportation (moving capture information and proposal materials from place to another)
  2. Inventory (Proposal in queue for processing)
  3. Motion (excess movement of RFP materials)
  4. Waiting (delays caused by staff writer shortages, estimator shortages, and editor shortages)
  5. Overproduction (producing more proposal starts than is needed)
  6. Over-processing (adding more value into proposals and grants than the customer is willing to paying for)
  7. Defects/Rework (correcting mistakes)

Our Proposal Development and Management Training will help you.  See our syllabus below:

ProSource Proposal Management Training Syllabus

The Beginning of a Destiny

Instructor Information

Instructor Email Office Location & Hours
Sean Heileman sheileman@prosourcetechnology.com Huntsville, AL

General Information


Proposal Manager Training is typically a 4 Day Training Session (8 hours per day).  However, we have found that an extended course, 10 weeks, allows the Lean tools we teach, to become positively reinforced, and part of your proposal development culture.  This course is designed to develop strong, well-educated, and disciplined Proposal Managers who can captivate and lead a team to produce winning proposals.

Expectations and Goals

Each candidate is expected to proceed with their training in a positive, proactive, diligent, and faithful manner to accomplish the goal of becoming a ProSource Technology, Inc. Certified Proposal Manager.

Course Materials

Required Materials

  • Training Handouts
  • Training Outlines
  • Training Slideshows

Optional Materials

  • Note Pads
  • Centurion Research Reports
  • Proposal Solicitations

Required Text

Shipley Associates Capture Guide

Shipley Associates Proposal management Guide 3.0

CapturePlanning.com’s Must Win Process Manual

Course Schedule

Week Topic Reading Exercises
1 Tues Overview of Capture & Proposal Management Overview of Capture & Proposal Management Review Proposal Templates
2 Tues, Thurs, Sat Concept of a Proposal Management PlanCapture/Proposal Templates Redstone PMP Develop a PMP Based on Existing Capture in the Capture Management Plan
3 Tues, Thurs, Sat Concept of Proposal Scheduling Proposal Scheduling System Set-up a 45-Day Proposal ScheduleSet-up a 30-Day Proposal ScheduleSet-up a 7 Day Proposal Schedule
4 Tues Back-Office Proposal Management PTI Proposal Scheduling System Scheduling Process for Back-Office Resources based on Targeted Prime Contracts
5 Tues, Thurs, Sat Understanding The Proposal Evaluation ProcessProposal management and Management Guidance Redstone PMPCenturion Research of YOUR ProjectShipley Excerpts Fill-in The Blanks Module
 6 Tues, Thurs, Sat Steps To Produce Professional Quality·         Outline & Themes·         Kickoff Mtg·         Detailed Outline

·         Storyboarding & illustrations

·         Pink Team Review

·         First Draft

·         First Draft Review

·         Second Draft/Review

·         Red Team Review

·         Green Team Review

·         Gold  Team Review

·         Publications

·         Ship/Delivery Process

Must Win ExcerptSlideshow- Steps To Produce Quality Proposals Build a PMP for your projectTemplate Test Study Guide
7 Tues, Thurs, Sat Modular WritingSupporting DetailsCost ProposalRed and Green Review Process

Gold Review Process


Modular Writing HandoutCost Proposal Handout
8 Tues and Thurs Oral PresentationsPast Performance FormsPast Performance ReviewsFAR and DFAR Shipley Handout
9 Tues and Thurs Oral PresentationsResume Template DevelopmentWhat is a Cost/Price Proposal Shipley HandoutCorporate Handout Evaluate a Cost ProposalRead FAR Clauses
10 Tues and Thurs Oral PresentationsHow To Communicate Across OrganizationsReps & Certs Shipley Handout Oral Presentations

Exam Schedule

Date Subject
Week 2 Proposal Template Test
Week 3 Centurion Research Online Test 1
Week 4 Centurion Research Online Test 2
Week 5 Oral Presentation of Proposal Kickoff Meeting and Schedule
Week 6 Proposal Management Oral Presentation ( Post First Draft Oral)
Week 7 Proposal Management Green Team Facilitation Oral
Week 8 Proposal Management Red and Gold Team Facilitation Oral
Week 9 Proposal Management File Saving and Closeout
1Week 10 Conflict Resolution and Proposal Management Capstone Event

Additional Information and Resources

Supplemental Reading

RFP’s Suck

Must Win Process – Captureplanning.com

Capture Guide – Shipley & Associates

Value Stream Mapping Handout

Proposal Management 3.0 – Shipley & Associates

Developing a Lean Approach to Proposal Management is taught and not caught.  Contact us to earn more.

If you are interested in more articles like this, please sign up for our RSS Feeds.  If you need Proposal Management assistance, contact us at 256-945-7774, or sheileman@prosourcetehcnology.com .  We will gladly support you.

Happy Hunting!

Sean Heileman

CEO, ProSource Technology, Inc.