Bridging the Solution
Gap
Turning Capture Strategy into
Proposal Solutions
Presenter: Ashley Nichols, Strategic
Proposal Development Manager
CACI
Agenda
 The Process
 Capture team develops the proposal solution that addressed
essential capture strategy elements. The Proposal Team
articulates the solution, themes and discriminators in with the
RFP instructions and evaluation criteria
 The Challenge
 Developing a proposal solution prior to RFP that is both
executable and contains key elements of the capture strategy
 The Strategy
 Getting to a clearly defined solution that brings together
capabilities and strategy into a true value offering
 The Tools and Techniques
 Capture Plan, Solution Deck, Proposal Plan and Facilitated
Solution Sessions
1
Objectives
 Provide an overview of the Capture to Proposal
hand-off and where solution development fits in
that process
 Identify some potential obstacles to successful
solution development
 Describe how the strategy elements from
across the opportunity enterprise influence
solution development
 Provide valuable techniques and tools to
ensure development of robust, comprehensive
proposal solutions
2
The Process
Capture
Manager
Marketing/BD
Manager
Listen
Learn
Interpret
Long-term
Positioning
Value Proposition
Strategy Development
Implementation
Identification &
Assessment
Proposal
Manager
Proposal Strategy
Messaging
Value Proposition Translation
Facts and Data
Proposal
Program
Manager
Strategy
Implementation
Performance
Capture Strategy and Solution Development evolve throughout the process
and involve the entire opportunity enterprise
3
Define
Understand Mission Needs (Listen BEFORE You Pitch)
Position With Client
Identify Problems Needing Solutions
Identify and Assess Specific Opportunities
Determine Company’s Competitive Position
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•
•
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Develop Capture Plan
Develop/Implement Win Strategy based on Customer’s “Hot Buttons”
Present Solution Set, Get Feedback
Respond to RFI/DRFP; Build Prototype; Conduct Demonstrations
Implement
Refine/
Articulate/
Implement
•
•
•
•
•
Refine/
Articulate
The Roles People Play
• Develop Proposal Plan
• Continue Intelligence Gathering
• Flesh Out Win Themes and Discriminators that are tied to the
Customer’s Needs
• Develop Proposal Document
•
•
•
•
Execute Transition Plan and Perform Work
Market Task Orders (if applicable)
Assess Quality; Monitor Schedule and Budget
Position for Next Deal, and Repeat Process
Every step of the procurement process relies on the previous step, so consistent
messaging requires constant, documented communication along the way.
4
Where We Fall Short
 Capture bandwidth or capability does not support robust
solution development, and often does not understand
their obligation to provide proposal solutioning and not
just strategy development
 We underestimate the importance of the solution
development as it own step - in need of iterative review
and improvement – just like capture and proposal
strategy and plans
 Stove-piped development – capture and proposal
solution activity happen separately supported by
different teams of people (BD/Capture vs. Technical)
Typical capture planning does not explicitly provide for
solution development
5
The Challenge
 Developing a capture strategy that addresses
the customer requirements – stated and
derived, hot buttons, issues, pain points and
vision for the future.
 Developing a solution that brings that strategy
in concert with a technical approach that is
practical, executable and distinguishable
 Articulating that solution in a proposal replete
with themes, discriminators and stand-out
innovations
6
The Strategy
Develop Crucial Capture and Proposal Strategy Elements




Procurement Strategy
Competitive Assessment
Customer Assessment
Lessons Learned
Gather
Essential
Background
Research
Information
Gather the
Capture Team
and Brainstorm
Ideas
Document:
• DAGs
• Strategy
Alternatives
• Solutions
Select the Best
Strategies and
Solutions
Iterative Feedback Loop
7
Develop
Themes
Test with the
Customer:
•Strategies
•Themes
•Solutions
The Strategy
 Elements for Solution Success
Complete Capture Plan that has been vetted
with the customer
Expanded Solution Deck to ensure the
strategy is well thought out and
implementable
Executable Proposal Plan to address both
compliance and value proposition
Facilitated Working Sessions to ensure that
all issues are addressed
8
The Strategy
Feedback Loop
Facilitated
Working
Sessions
Capture Plan
CP Review
Solution
Deck
Development
Feedback Loop
Early and frequent
involvement of the
entire opportunity
enterprise, in
planning, solutioning
and reviews, is
essential to proposal
success
9
Proposal Plan
Proposal
PP Review
Solution
Review
Tools and Techniques
Capture Plan
 What it does - Defines an organization’s
roadmap for securing business opportunities
1.0
2.0
3.0
4.0
5.0
6.0
7.0
8.0
9.0
10.0
11.0
12.0
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Introduction/Purpose
Executive Summary
Program Overview
Why is CACI Bidding?
Financial Summary
CACI Organization
Customer Assessment
Competitive Assessment
Why Can We Win?
Win Strategy/Solution
Overview
Team Composition
Win Themes
Risk Mitigation and Concerns
Implementation Plans
Appendices
Tools and Techniques
Capture Plan
 What do we need for solutioning?
Customer Requirements – stated and derived
Customer Hot Buttons and Issues
Competitive Information – how will other
companies approach this? What do we need
to ghost?
Organizational / Team Strengths and
Weaknesses
Applicable capabilities of team members
11
Tools and Techniques
Solution Deck
 What it does –
 Validates Requirements, Hot Buttons and Issues
 Identifies Solution Drivers, and Ensures the
Proposed Strategy Meets Them
 Provides Initial Articulation of Solution Elements to
Prepare for Proposal Development
 Identifies Initial Skill Set Needed for Proposal
Development and Program Execution
 Initiates the Use of Discriminators and Innovations
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Tools and Techniques
Solution Deck
 What it looks like –
Solution Deck - Technical

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Presented in outline form by slide
 1. Statement of Problem
 2. Relative Customer Hot Buttons
 3. Stated and Derived Requirements
 Understanding of Current Environment
 4. Solution – Description and Graphic of overall
solution
 End state showing partitioning of sub systems or
sub processes
 SOW/PWS Requirements
 Sample Tasks
 5. Skill Set Requirements – BOE
 6. Discriminators and Innovations
Tools and Techniques
Solution Deck
 What it looks like –
Solution Deck - Management
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
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1. Statement of Problem
2. Relative Customer Hot Buttons
3. Stated and Derived Requirements
 Understanding of Current Environment
4. Solution – Description and Graphic of overall
management solution
 Include sub sections and processes that need
discussion (suggested list on following slide)
5. Program Organization
6. Team Structure (Subs, etc.)
6. Discriminators and Innovations
Tools and Techniques
Solution Deck
 What it looks like –
Solution Deck - Management
Possible Management Subsections
 Transition Plan
 Staffing Solution
 Facilities
 Subcontract Management
 Small Business Strategy
Plan
 QA/QC Solution
 Risk Management
 Training
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 Security
 I/A
 Physical
 Classified
Material/Processing
 Cost/Schedule Control
 Related Management
Experience
 OCI Plan
 Key Personnel
Tools and Techniques
Solution Deck
 What do we need for the Proposal
Plan?
Solution Elements – core for theme
development
Discriminators and Innovations
Articulated Value Proposition – where the
strategy meets solution
Identification of author skill sets
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Tools and Techniques
Proposal Plan
 What it does –
Provides roadmap for proposal development
Identifies themes, DAGS and innovations
Provides anticipated, and finally actual,
requirements and evaluation criteria
Identifies necessary resources
Notes any risks or impediment to success
and suggested mitigations
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Tools and Techniques
Proposal Plan
 What it provides for proposaling?
Outline in response to requirements and
evaluation criteria
Articulated themes, DAGs and value
proposition
Core solution elements for management and
technical approach
Necessary staffing to support the solution
Necessary proposal resources to get the job
done
In short – Everything!
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Tools and Techniques
Facilitated Solution Sessions
 What they do –
Gets all stakeholders and essential players
involved early and often in defining goals,
objectives and solutions
Encourages debate and innovation in the
development of strategies and solutions
Provides parity in representation of ideas and
points of view
Ensures unanimity of thought (as much as
possible) and stakeholder buy-in
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Tools and Techniques
Facilitated Solution Sessions
 Who should participate –
Capture Team
Proposal Team
Program Organization
Technical/Functional SMEs
Corporate Stakeholders
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Tools and Techniques
Facilitated Solution Sessions
 What you can cover –
In support of Capture Plan
 Requirements – stated and derived
 Hot Buttons and Issues
 Customer Challenges and Pain Points
 New Initiatives
 Corporate Objectives
21
Tools and Techniques
Facilitated Solution Sessions
 What you can cover –
In support of Solution Deck
 What is the comprehensive set of requirements,
hot buttons, issues, etc.?
 What issues need to have a solution in the
proposal?
 What does the solution need to accomplish?
 What innovations can be proposed with the
solution?
 What kind of people do you need to support the
solution(s)?
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Tools and Techniques
Facilitated Solution Sessions
 What you can cover –
In support of Proposal Plan
 Theming
 Discriminators
 Ghosting
 Value Proposition
 Risks
23
Tools and Techniques
Facilitated Solution Sessions
 How to ensure successful sessions –
Get the right people there
Have an agenda based on objectives for the
session and desired output
Keep things moving – allow for real
consideration without getting stuck in the
weeds
Allow the sessions to build on each other
Provide timely, easy to use session outputs to
the team
24
Tools and Techniques
Facilitated Solution Sessions
 Examples
Template
Capture Session
Solution Session
25
Bringing it all Together
Reviews
 Reviews are essential to ensuring both
solutions reflect customer requirements and
capture strategy
 If Pink Team is the first time you review the
solution, it may be too late
 Provide reviewers with requirements, hot
buttons/issues, and discriminators – all aligned
with our solution – does it do what we think it
does?
 Use review feedback to solidify solutions prior
to RFP release
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In Summary
 Essentials for successfully developing and
articulating proposal solutions:
Interested, involved capture, proposal and
stakeholder personnel
Honest assessment of requirements, hot
buttons, competition and capabilities
Fully developed, customer vetted capture
strategy
Well developed solution elements with real
components and innovations
Comprehensive solution reviews
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