Why a Recipe is Better Than a Template - SPAC
Why a Recipe is Better Than a Template - SPAC
Why a Recipe is Better Than a Template - SPAC
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<strong>SPAC</strong> 2 11<br />
Southern Proposal Accents Conference<br />
<strong>SPAC</strong> 2011<br />
<strong>Why</strong> a <strong>Recipe</strong> <strong>is</strong> <strong>Better</strong> <strong>Than</strong> a <strong>Template</strong><br />
Presented by Carl Dickson of CapturePlanning.com<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters<br />
1
<strong>SPAC</strong> 2011<br />
“Don’t we have th<strong>is</strong> already<br />
written someplace?”<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 2
What type of proposal do you do?<br />
<strong>SPAC</strong> 2011<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 3
<strong>SPAC</strong> 2011<br />
<strong>Template</strong>s do more harm<br />
than good<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 4
Boilerplate Checkl<strong>is</strong>t<br />
<strong>SPAC</strong> 2011<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 5
<strong>Why</strong> would someone ask if it’s already written?<br />
<strong>SPAC</strong> 2011<br />
• They are not sure what to address<br />
• They are not sure how to articulate it<br />
• They don’t want to<br />
put time into it<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 6
What can you do to help them?<br />
<strong>SPAC</strong> 2011<br />
• Inspire them<br />
• Help them to figure out what<br />
to write<br />
• But they don’t want to<br />
“plan” if planning means<br />
extra work<br />
• Accelerate their efforts<br />
by getting them past<br />
invention and into<br />
implementation<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 7
What they need <strong>is</strong> a recipe<br />
<strong>SPAC</strong> 2011<br />
• A l<strong>is</strong>t of ingredients<br />
• Instructions for how to<br />
prepare and cook them<br />
• A combination of<br />
inspiration, guidance,<br />
and acceleration<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 8
The recipe format in our cookbook<br />
<strong>SPAC</strong> 2011<br />
• Ingredients<br />
• Strategies and Approaches<br />
• Samples and Examples<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 9
Ingredients<br />
<strong>SPAC</strong> 2011<br />
• Bullet level questions to be answered by the writer<br />
• They address what might go into the section<br />
• Think of it as a checkl<strong>is</strong>t for what should be<br />
considered<br />
• Let them figure out the sequence and structure<br />
• It’s about inspiration and not about control or giving them<br />
the answers<br />
• It’s about helping them figure it out faster<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 10
Strategies and Approaches<br />
<strong>SPAC</strong> 2011<br />
• Your proposal recipe needs more than just ingredients<br />
• There <strong>is</strong> often more than one strategy or approach<br />
that can be taken in each topic<br />
• Centralized or decentralized<br />
• Ambitious or r<strong>is</strong>k-adverse<br />
• Speed, quality, or cost (pick any two)<br />
• Or any other tradeoff or methodology<br />
• Inspire them with some options<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 11
Samples and Examples<br />
<strong>SPAC</strong> 2011<br />
• Cookbooks have<br />
pictures for a<br />
reason<br />
• So give them a<br />
paragraph here, a<br />
sentence there,<br />
and an occasional<br />
graphic<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 12
Sample <strong>Recipe</strong> for Project Organization<br />
<strong>SPAC</strong> 2011<br />
Ingredients<br />
• Who <strong>is</strong> in charge of what?<br />
• Who interacts with who?<br />
• Where does the customer<br />
interact with the organization?<br />
• Who makes the dec<strong>is</strong>ions?<br />
• Who does what?<br />
• Are responsibilities clear?<br />
• Are lines of communication<br />
clear?<br />
• What <strong>is</strong> the escalation path for<br />
<strong>is</strong>sues?<br />
• Where are people located?<br />
Strategies & Examples<br />
• Matrix or hierarchy?<br />
• Name names?<br />
• Show the customer as a partner<br />
or as the boss<br />
• Keep it flat and resonsive<br />
• Show responsibility and<br />
authority<br />
• Functional, geographic, or<br />
mapped to the customer’s<br />
organization<br />
• Use pictures (of people places<br />
or things)?<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 13
<strong>Recipe</strong>s are easy to create<br />
<strong>SPAC</strong> 2011<br />
• Go through some past proposals and turn<br />
what you see into questions<br />
• Keep growing the l<strong>is</strong>t<br />
• Use textbooks, web pages, etc. for<br />
inspiration<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 14
<strong>Recipe</strong>s are easy to maintain<br />
<strong>SPAC</strong> 2011<br />
• You don’t need to extract and edit proposal<br />
narrative after each subm<strong>is</strong>sion<br />
• Just look for good ideas:<br />
• Ingredients<br />
• Strategies<br />
• Examples<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 15
How they work in the field<br />
<strong>SPAC</strong> 2011<br />
• Give writers a binder or access to a network<br />
folder and let them browse<br />
• Map your compliance matrix to the topics<br />
and give them just what they need<br />
• When they start writing, they can skim the<br />
l<strong>is</strong>t and much more easily figure out:<br />
• What to write about<br />
• What strategies to take<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 16
Taking it further with Content Planning<br />
<strong>SPAC</strong> 2011<br />
• For planning what should go into your proposal<br />
• A methodology to use instead of storyboards<br />
Header<br />
Header<br />
Header<br />
1.0 Heading<br />
1.0 Heading<br />
Theme statement goes here<br />
1.0 Heading<br />
Theme statement goes here<br />
Relevance to<br />
RFP<br />
Address th<strong>is</strong> requirement<br />
Also address th<strong>is</strong> one<br />
Introduce the teaming partners<br />
Address th<strong>is</strong> requirement<br />
Also address th<strong>is</strong> one<br />
Introduce the teaming partners<br />
1.1 Subheading<br />
1.1 Subheading<br />
Theme statement goes here<br />
Features<br />
Features<br />
Features<br />
Features<br />
Features<br />
Benefits<br />
Benefits<br />
Benefits<br />
Benefits<br />
Benefits<br />
Address th<strong>is</strong> requirement<br />
Also address th<strong>is</strong> one<br />
Introduce the approach<br />
1.1 Subheading<br />
Theme statement goes here<br />
Address th<strong>is</strong> requirement<br />
Also address th<strong>is</strong> one<br />
Introduce the approach<br />
Graphic Goes Here<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 17
How to create a Content Plan<br />
<strong>SPAC</strong> 2011<br />
• Start with an empty shell<br />
• Add all the ingredients for a particular proposal<br />
• Insert bullets, placeholders, and instructions<br />
• We recommend 8 iterations<br />
• Creates a baseline for review before the writing and<br />
after the writing<br />
• Makes progress measurable<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 18
Combining Cookbooks and Content Plans<br />
<strong>SPAC</strong> 2011<br />
• Accelerate your Content Planning by using your<br />
Cookbook<br />
• Simply cut & paste the relevant ingredients and<br />
strategies into the Content Plan and then<br />
customize<br />
• Can also work in reverse<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 19
More Information<br />
<strong>SPAC</strong> 2011<br />
• To contact the speaker:<br />
carl.dickson@captureplanning.com<br />
• To find out about our new proposal knowledgebase<br />
v<strong>is</strong>it: http://www.proplibrary.com<br />
• For tons of free proposal guidance v<strong>is</strong>it:<br />
http://www.captureplanning.com<br />
• For open, relevant d<strong>is</strong>cussions try the<br />
CapturePlanning.com group on LinkedIn<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 20
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 21
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 22
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 23
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 24
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 25
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 26
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 27
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 28
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 29
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 30
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 31
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 32
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 33
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 34
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 35
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 36
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 37
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 38
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 39
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 40
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 41
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 42
Sample Text goes here<br />
<strong>SPAC</strong> 2011<br />
• Click/edit Master text styles<br />
• Second level<br />
• Third level<br />
• Fourth level<br />
• Fifth level<br />
Sponsored by Georgia, Florida, and Carolinas APMP Chapters 43
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