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Moving from Proposal to Project. and why that’s so hard. Stephen Granade , PMP. stephen@granades.com. 256.714.5062. Proposals Feed Into Projects. Source: PMBOK ® Guide, Fifth Edition. Proposals Feed Into Projects. Source: PMBOK ® Guide, Fifth Edition.

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slide1

Moving from

Proposal to Project

and why that’s so hard

Stephen Granade, PMP

stephen@granades.com

256.714.5062

proposals feed into projects
Proposals Feed Into Projects

Source: PMBOK® Guide, Fifth Edition

proposals feed into projects1
Proposals Feed Into Projects

Source: PMBOK® Guide, Fifth Edition

problem 1 time
Problem 1: Time

Image courtesy ToniVC

problem 2 proposals aren t project plans1
Problem 2: Proposals Aren’t Project Plans

Top Objectives of a Proposal

  • Sell
problem 2 proposals aren t project plans2
Problem 2: Proposals Aren’t Project Plans

Top Objectives of a Proposal

  • Sell
  • Meet the customer’s needs
problem 2 proposals aren t project plans3
Problem 2: Proposals Aren’t Project Plans

Top Objectives of a Proposal

  • Sell
  • Meet the customer’s needs
  • Sell
problem 2 proposals aren t project plans4
Problem 2: Proposals Aren’t Project Plans

Top Objectives of a Proposal

  • Sell
  • Meet the customer’s needs
  • Sell
  • Comply with the RFP
problem 2 proposals aren t project plans5
Problem 2: Proposals Aren’t Project Plans

Top Objectives of a Proposal

  • Sell
  • Meet the customer’s needs
  • Sell
  • Comply with the RFP
  • Sell
problem 2 proposals aren t project plans6
Problem 2: Proposals Aren’t Project Plans

Top Objectives of a Proposal

  • Sell
  • Meet the customer’s needs
  • Sell
  • Comply with the RFP
  • Sell
  • Be in line with corporate objectives
problem 2 proposals aren t project plans7
Problem 2: Proposals Aren’t Project Plans

Top Objectives of a Proposal

  • Sell
  • Meet the customer’s needs
  • Sell
  • Comply with the RFP
  • Sell
  • Be in line with corporate objectives
  • Sell
problem 2 proposals aren t project plans8
Problem 2: Proposals Aren’t Project Plans

Top Objectives of a Proposal

  • Sell
  • Meet the customer’s needs
  • Sell
  • Comply with the RFP
  • Sell
  • Be in line with corporate objectives
  • Sell

?. Prepare for the project

problem 3 pms aren t biz dev people
Problem 3: PMs Aren’t Biz Dev People

PROJECT MANAGER

What my co-workers think I do

What my mom thinks I do

What society thinks I do

What my boss thinks I do

What I think I do

What I really do

Images courtesy thehutch, Graham King, NBC, Victor1558

problem 4 knowledge evaporates
Problem 4: Knowledge Evaporates

Image courtesy Nathanael Boehm

problem 5 things change
Problem 5: Things Change

Image courtesy Knowsphotos

five problems make the transition harder
Five Problems Make the Transition Harder
  • Time
  • Proposals aren’t project plans
  • Project managers aren’t business development people
  • Knowledge evaporates
  • Things change
solution 1 fight time crunch
Solution 1: Fight Time Crunch
  • Do not multitask
    • “Cognitive Control in Media Multitaskers”, Ophir, Nass, Wagner
    • “Your Brain at Work”, by David Rock
    • Work in sprints
  • Fight procrastination
    • Prioritize tasks
    • Do the worst tasks first
  • Prioritize people
    • Manage the critical path

Clifford Nass

Joseph Ferrari

solution 2 use wbs and activity estimates
Solution 2: Use WBS and Activity Estimates
  • Proposal WBS should tie into project WBS
    • WBS as spine of a proposal just like it’s the spine of a project
  • Bases of estimates should map to activity estimates
    • Why will things cost what they will cost?
    • How long will they take?
solution 4 capture knowledge3
Solution 4: Capture Knowledge

Spreadsheet courtesy Advanced Optical Systems, Inc.

solution 5 be flexible
Solution 5: Be Flexible

Image courtesy Tambako the Jaguar

five solutions to make the transition easier
Five Solutions to Make the Transition Easier
  • Fight the crunch (Time)
  • Make proposal process match project planning process (Proposals aren’t project plans)
  • Get PMs involved in proposals (Project managers aren’t business development people)
  • Capture knowledge (Knowledge evaporates)
  • Be flexible (Things change)
augustine s law xxi
Augustine’s Law XXI

It costs a lot to build bad products.

why aren t you involved
Why Aren’t You Involved?
  • Not enough skills
    • Training! (Things like BID-Connex)
  • Not enough support
    • Find an ally!
  • Not enough interest
    • …I can understand that
slide40

Moving from

Proposal to Project

and why that’s so hard

Stephen Granade, PMP

stephen@granades.com

256.714.5062