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.
- Transportation (moving capture information and proposal materials from place to another)
- Inventory (Proposal in queue for processing)
- Motion (excess movement of RFP materials)
- Waiting (delays caused by staff writer shortages, estimator shortages, and editor shortages)
- Overproduction (producing more proposal starts than is needed)
- Over-processing (adding more value into proposals and grants than the customer is willing to paying for)
- 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 | Office Location & Hours | |
| Sean Heileman | sheileman@prosourcetechnology.com | Huntsville, AL |
General Information
Description
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.
