Proposal Roles

For a proposal team to be effective, there are several roles that must be filled; we can either augment your own staff in a blended team, or provide a complete team for one or more of your proposals.

For large teams, there may be multiple people in some roles (graphic artist, editor); for smaller teams multiple roles may be filled by the same person.

Capture Manager

Identifies the resources needed to pursue a business opportunity; oversees bid strategies, pricing, teaming, and proposal strategies; manages the transition from business opportunity to proposal development to win to delivery.

Needs: Senior management experience, sales and business development skills, product and market knowledge

Strategy Facilitator

Leads key meetings to develop and validate capture and proposal strategy, and runs 'colour team' reviews throughout the life of the opportunity.  These sessions involve the Sales team, senior management and others with relevant inputs.

Needs: Facilitation skills, knowledge of Shipley strategy tools

Proposal Manager

Oversees all proposal activities, including directing proposal personnel, managing proposal schedules and deadlines, developing proposal outline and compliance matrix, and monitoring the progress of the proposal.

Needs: Small-team management skills, project management skills, knowledge of key Shipley tools

Document Manager

Responsible for ensuring the proposal conforms to the outline, and compliance matrix and are produced in compliance with the RFP

Needs: Knowledge of publishing tools (eg Word), ability to develop and apply templates, attention to detail and ability to work with large volumes of information

Author

Develops text based on conversations with Subject Matter Experts and on information gathered from them.  A Senior Author is often required to write critical parts of the proposal such as the Executive Summary.

Needs: Writing ability, knowledge of Shipley writing standards, ability to communicate well with SMEs

Editor

Modifies text developed and collected by SMEs to make it consistent and coherent

Needs: Writing ability, knowledge of Shipley writing standards, editing experience

Graphic Artist

Develops graphs, charts and illustrations for the proposal as a consistent family

Needs: Graphic arts ability, ability to use graphic arts tools

Client-provided resources

Senior Management reviewers are essential for a number of reasons: They insure that bid strategy is agreed before it is implemented, they provide a valuable set of inputs to reviews due to their experience and connections, and they provide an incentive for the SMEs to complete proposal sections in time for review.

The sales team need to be involved in strategy development because of their intimate knowledge of your customer and the issues that drive them.

Subject Matter Experts design, cost and document the solution to be proposed and write and collect the bulk of the text for the proposal.

Testimonials
Case Studies
Client List

Need consulting support now? Contact Shipley