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Gate 1 Meeting Approach Workshop Gate 2 Meeting Solution Workshop Solution review Outlines review Gate 3 Meeting 1st draft review Commercial review 1 2nd draft review Commercial review 2 C-Suite review CTO Submission Guide & Tools Gate 1 Guide & Tools Gate 2 Guide & Tools Gate 3 Guide & Tools Approach Workshop Guide & Tools Solution Workshop Guide & Tools Solution review Guide & Tools 1st draft review Guide & Tools Commercial review 1 Guide & Tools 2nd draft review Guide & Tools Commercial review 2 Guide & Tools C-Suite review Guide & Tools Outlines review Guide & Tools Commercials Guide & Tools Commercials Guide & Tools Practice Director Practice Director C-Suite AI AI LEAD Guide & Tools CAPTURE Guide & Tools PROPOSAL Guide & Tools Proposal Kick-Off Meeting Proposal Kick-Off Meeting Guide & Tools Outlines Guide & Tools 1st draft Guide & Tools 2nd draft Guide & Tools 3rd draft Guide & Tools Pricing schedule Guide & Tools Head of Bids

Gate 1 Meeting

Objectives

  • Decide whether to move from a Lead to an Opportunity and begin Capture Planning; decide whether this opportunity is something we should allocate resource and budget to pursuing
  • Identify the tier of the opportunity and the associated process
  • Agree our pursuit actions

Inputs

  • Gate 0 slide pack
  • EoI documents (if available)
  • Completed qualification scorecard
  • Key client info: purpose, client, stakeholders, budget competitors

Outputs

  • Decision to pursue or no pursue
  • Confirmation of bid tier
  • Agreed actions

Participants

  • Head of bids (chair)
  • Capture Lead
  • Practice Director

Approach Workshop

Objectives

  • To identify our solution (as best we can) ahead of ITT release, identify gaps and actions

Inputs

  • Draft SoR (if available)
  • Solution mindmap template

Outputs

  • Solution mindmap
  • Approval to proceed or repeat
  • Actions for amendment

Participants

  • Head of bids (chair)
  • Capture Lead
  • Practice Director
  • CTO

Gate 2 Meeting

Objectives

  • Evaluate the opportunity (following ITT release) and decide to bid or not
  • Identify our actions and next steps

Inputs

  • ITT documents
  • Gate 2 slide pack
  • Updated qualification scorecard
  • Short term bid schedule
  • Consideration of resource allocation and availability cf other opportunities and live projects
  • SharePoint site

Outputs

  • Approval to proceed
  • Updated qualification scorecard
  • Agreed actions

Participants

  • Head of bids (chair)
  • Capture Lead
  • Practice Director
  • Finance Director

Solution Workshop

Objectives

  • To develop our solution, identify gaps and actions

Inputs

  • SoR summary
  • Solution mindmap template / Pre-ITT Technical Solution Workshop mindmap (if available)

Outputs

  • Win themes
  • Solution mindmap

Participants

  • Head of bids (chair)
  • Capture Lead
  • Practice Director

Solution review

Objectives

  • Independent review and approval of the proposed solution

Inputs

  • SoR summary
  • Solution workshop mindmap

Outputs

  • Comments/actions for improvement

Participants

  • CTO

Outlines review

Objectives

  • Review the storyboards for:
    • Appropriateness – Does our response answer the question?
    • Structure – Are you content with the order of our responses, does it tell a logical story?
    • Completeness - Are there any gaps to address?
    • Examples - Where can we add context in the form of specific and relevant details about your organization's approach, plans, systems, and measures for this project.
    • Examples - Where can we add evidence in the form of case studies, examples.

Inputs

  • Completed storyboards for each response.

Outputs

  • Response score
  • Actions for improvement

Participants

  • Variable by tier and thematic – see responsibility matrix

Gate 3 Meeting

Objectives

  • Evaluate the opportunity (following solution design and costing) and decide whether to continue bidding or not
  • Identify our actions and next steps

Inputs

  • Review 1 (solution) outcome
  • Review 2 (commercial) outcome
  • Qualification scorecard
  • Long term bid schedule

Outputs

  • Comments for improvement

Participants

  • Head of bids (chair)
  • Capture Lead
  • Practice Director

1st draft review

Objectives

  • To review and score the first draft for:
    • Completeness - Are there gaps to address?
    • Customer focus - Are we addressing the customer's issues?
    • Clarity - Do we clearly communicate our win strategy and solution? After reading our response could you confidently describe our approach?Can this
    • Conciseness - Is there any unnecessary text that can be cut out? Can we convey the same message with fewer words?

Inputs

  • Completed first draft
  • SoR summary
  • ITT Scoring Guides
  • Win themes

Outputs

  • XXX

Participants

  • AI reviewer

Commercial review 1

Objectives

  • To review the costs model to ensure it reflects the technical solution agreed
  • Identify any unforeseen cost impacts

Inputs

  • Commercial strategy
  • Cost model (pre-circulated to the Finance Director which provides:
    • an understanding of the cost structure/ contingency estimate/ costing scenarios/ variation options/ price estimate

Outputs

  • Approval from Finance Director to proceed or repeat
  • Actions for amendment

Participants

  • Finance Director
  • Practice Director
  • Commercial Lead

2nd draft review

Objectives

  • To review and score the response in their final state and do a ‘would I buy from TAG’ check
    • Customer focus - Are we addressing the customer's issues?
    • Clarity - Do we clearly communicate our win strategy and solution? After reading our response could you confidently describe our approach?
    • Completeness - Are there any gaps that need addressing?
    • Consistency – After reviewing all responses does the whole proposal hang together as a whole? Do we convey a consistent story across all responses?

Inputs

  • Completed second draft
  • SoR summary
  • ITT Scoring Guides
  • Win themes

Outputs

  • Response score
  • Actions for improvement

Participants

  • Variable by tier and thematic – see responsibility matrix

Commercial review 2

Objectives

  • To verify that our proposed price conforms to the price-to-win strategy
  • Confirm our offer entails acceptable profit and risk

Inputs

  • Price to win strategy
  • Cost model (pre-circulated to the Finance Director which provides:
    • baseline pricing structure/ baseline contingency reserve/ preparation of pricing scenarios/ baseline price model

Outputs

  • Decision point on next stage: Sign off and include in proposal or repeat

Participants

  • Finance Director
  • Commercial Lead
  • Practice Director

C-Suite review

Objectives

  • Review and sign off our technical responses in their final state. Are they perfect?

Inputs

  • Completed third draft

Outputs

  • Approval to submit

Participants

  • CEO

CTO

Practice Director

Practice Director

C-Suite

AI

AI

Proposal Kick-Off Meeting

Objectives

  • Identify our actions (what, when, who, how)

Inputs

  • Agenda/ slide pack
  • Compliance matrix
  • Deliverables tracker
  • Draft proposal schedule

Outputs

  • Completed deliverables tracker
  • Agreed proposal schedule

Participants

  • Bid Director
  • Bid Manager
  • Bid Coordinator
  • Bid writers

Head of Bids