Opportunity Name
D AT E A N D P R E S E N T E R
APMP BOK TOOL / TEMPLATE
Executive Summary
Program Overview
Customer Overview
Competitive
Position Summary
Summary
of Our Solution
Opportunity
Strategy
Status
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Opportunity Description
ELEMENTS
DESCRIPTION
Customer
Opportunity Summary
Key Requirements
Deliverables
Budget and Fiscal Year
Funding Profile
Schedule
Type of Contract
Other: (Specify)
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Customer Profile
Organization and
Key Personnel
Purchasing or
Buying Process
Evaluation Process
Buying History
and Trends
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Customer Issues / Hot Buttons
TECHNICAL
ISSUES
MANAGEMENT
ISSUES
APMP BOK TOOL / TEMPLATE
COST
ISSUES
HOT
BUTTONS
5
Customer Budget
Source of
Information
Total
FY1
FY2
FY3
FY4
FY5
Total
FY1
FY2
FY3
FY4
FY5
Total Budget
and FY Budgets
Contractor
Portion
Budget Risks
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Competitor Intelligence
FOR EACH COMPETITOR INCLUDING US
OUR COMPANY
COMPETITOR A
COMPETITOR B
Customer Relationships
Customer Perception
Probable Offering
Pricing Approach
Customer Champions
Customer Detractors
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Competitor Intelligence
FOR EACH COMPETITOR INCLUDING US
COMPETITOR C
COMPETITOR D
COMPETITOR E
Customer Relationships
Customer Perception
Probable Offering
Pricing Approach
Customer Champions
Customer Detractors
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Competitor Intelligence
COMPETITOR
STRENGTHS
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WEAKNESSES
GHOSTS
9
Competitive Position Assessment
 Use a variation of a bidder comparison tool
where key issues and evaluation criteria are
assigned weight and competitors are scored in
each area using a weighted score.
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Win Strategy
OVERALL STRATEGY
 Text goes here
– Text goes here and here and here
– Text goes here and here and here
TECHNICAL STRATEGY
 Text goes here
 Text goes here
MANAGEMENT STRATEGY
 Text goes here
 Text goes here
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Win Strategy
KEY ACTIONS TO WIN
ACTION
DESCRIPTION
APMP BOK TOOL / TEMPLATE
ASSIGNED TO
EFFECT ON WIN
PROBABILITY
DATE DUE
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Price-to-win
 Summary analysis of the price-to-win
and how it was derived
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Opportunity Details
Opportunity Name:
Customer:
Value:
RFP Date:
Due
Date:
Award
Date:
Scope:
Competition:
Discriminators (from Customer’s Perspective):
Teammates:
Customer Budget:
B&P Required:
Probability of Win
(Use Calculator):
Probability of Go:
Mission Need:
Strategic Value to Us:
BD Manager:
Capture Manager:
APMP BOK TOOL / TEMPLATE
Proposal Manager:
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Opportunity Details
KEY RESOURCES
Pricing Manager:
Contract Manager:
Subcontracts:
Price-to-Win Analyst:
Technical Book Boss:
Management Book Boss:
Past Performance Book Boss:
Cost Volume Book Boss:
Review Team Lead:
Technical/Management Team:
Cost Team:
Review Team:
Pricing Manager:
Contract Manager:
Subcontracts:
Price-to-Win Analyst:
Technical Book Boss:
Management Book Boss:
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Teaming / Subcontracting
TEAMMATE
ROLE
APMP BOK TOOL / TEMPLATE
CAPABILITY
RATIONALE
FOR SELECTION
WORKSHARE
16
Technical Solution
SUMMARY
DISCRIMINATORS
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RISKS
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Management Solution
SUMMARY
DISCRIMINATORS
APMP BOK TOOL / TEMPLATE
RISKS
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Past Performance Solution
CONTRACT
VALUE
APMP BOK TOOL / TEMPLATE
KEY PERFORMANCE
DISCRIMINATORS
RELEVANCE
19
Customer Contact Plan
CONTACT
OBJECTIVE
WHO
WHEN
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WHERE
COST
STATUS/
COMMENTS
20
Action Plans
OBJECTIVE
WHO
NEED DATE
HOW
STATUS/
COMMENTS
COST
B
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2 B
3 D
4U
5U
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Opportunity Risk
RISK
OCCURRENCE
PROBABILITY
APMP BOK TOOL / TEMPLATE
IMPACT
MITIGATION
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Why We Should Continue or No-Bid
 Declare why we should pursue,
continue, or stop
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Decision Gate Questions
Who have you talked to?
What are the five critical actions we have
to take to improve probability of win?
When and where did you talk to them?
What is our solution approach tied to
their mission and issues?
What did you learn?
What is the price-to-win?
Can we get there?
Have you read key customer
documents?
Who is competing and what will their
offer be?
What is their acquisition strategy?
Can we shape it?
What will it cost to win?
Who will be the decisionmakers?
Do we have the people to win?
What are the key issues the
procurement will turn on?
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Application of Opportunity
Planning Content to Gate Decisions
OPPORTUNITY
QUALIFICATION
BID PURSUIT
BID/NO-BID
BID VALIDATION
Timing
Soon after opportunity is
identified
Initiation and funding of
formal opportunity planning
Opportunity plan is
substantially competed
Receipt of RFP or initiation of
proposal preparation
Executive Summary
Concept
Detail
Additional Detail
Additional Detail
Opportunity Description
Concept
Detail
Additional Detail
Additional Detail
Customer Profile
Concept
Detail
Additional Detail
Additional Detail
Concept
Detail
Additional Detail
Concept
Detail
Additional Detail
Opportunity Details
Concept
Detail
Additional Detail
Competitor Intelligence
Concept
Detail
Additional Detail
Competitive Position
Assessment
Concept
Detail
Additional Detail
Win Strategy
Concept
Detail
Additional Detail
Teaming/Subcontracting
Concept
Detail
Additional Detail
Price-to-Win
Concept
Detail
Additional Detail
Solution Sets (Technical,
Management, Past Performance)
Concept
Detail
Additional Detail
Opportunity Risks
Concept
Detail
Additional Detail
CONTENT
Customer Issues/Hot Buttons
Customer Budget
Concept
Customer Contact Plan
Ongoing
Ongoing
Ongoing
Ongoing
Action Plans
Ongoing
Ongoing
Ongoing
Ongoing
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