Proposal Preparation Workshop September 15, 2011

Proposal Preparation Workshop

Date: 16th Sep 2011 at Bangalore

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About Workshop:

This workshop aims to mentor and develop proposal preparation teams to arrive at proposals that meet the objectives in spite of the challenges related to turnaround time, solution complexity, competition, pricing, differentiators etc. Focus of the workshop is to make the participants understand the big picture through proposal background, drivers and expectations so that they can come out with a compelling proposition to the customer. This workshop discusses various challenges and common mistakes with regard to proposal preparation and submission and ways to conquer the same. The workshop is delivered as class room training with emphasis on experiential discussions, samples and case studies.

Topics

• What is a proposal?
• What are the challenges faced in preparing it?
• Proposal submission process
• Solution design
• Structuring and packaging a proposal

• Addressing the challenges



Topic


Coverage

What is a proposal? How the proposal request originates? What follows the proposal?


Medium

What are the terminologies like RFI, RFP, PO, LOE, Contract, SOW etc. stand for?


Medium

Why many of our proposals do not click? What are the customers' expectations out of any proposal?


High

Who are the stake holders that I should take care to make the proposal successful? What are their expectations?


High

What should be the structure of proposal preparation team?


Medium

What are the steps followed while preparing the proposal? What are the activities done?


Medium

What are the recommended practices followed while performing the above activities?


High

How to go about deciding the solution and approach? What are the best practices followed?


High

How to estimate the effort, resource, schedule and cost of the proposal? What are the best practices followed?


High

How should we structure the proposal? What are the various sections that go in a proposal?

Medium
What are the good practices that make the above sections effective?
High

workshop

• Discussion on any one specific technology solution

• Discussion about different estimation methods that are followed

• Beautification of the proposal, refining the proposal language and format

• Pricing the proposal in response to the competition

• Walking through one “winning” proposal
Who gets the maximum benefit out of this workshop?
Person with IT experience of over 4 years involved in submission of at least one proposal. Person with more than 2-3 years exclusive experience in proposal submission may find this workshop as a thought consolidation exercise.

Faculty Profiles:

Prabhakara H R

Out of over 20 years of IT experience, Prabhakara has utilized his last 9 years working with Infosys witnessing it grow from few millions to a billion dollar company. During his stay, Prabhakara has delivered software to global customers in various technologies through Infosys' Global Delivery Model (GDM). Apart from heading a delivery unit of over 300 people, Prabhakara has participated in Infosys' internal journey to achieve CMM level 4 and 5.

T. S. Krishnamurthy

Krishnamurthy was associated with Infosys for over 17 years. In his long innings with Infosys he had served in various capacities from Software Engineer, to Project Manager, to Divisional Manager while the organization grew from a strength of 50 to 33,000. As the head of a delivery unit of 600 people, he serviced several fortune 500 clients around the globe.

Official Website: http://www.knowledgeworksindia.com