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Moving from Proposal to Project

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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Moving from Proposal to Project

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  1. Moving from Proposal to Project and why that’s so hard Stephen Granade, PMP stephen@granades.com 256.714.5062

  2. Proposals Feed Into Projects Source: PMBOK® Guide, Fifth Edition

  3. Proposals Feed Into Projects Source: PMBOK® Guide, Fifth Edition

  4. Can Proposals Define the Triple Constraint? BUDGET SCOPE SCHEDULE

  5. Image courtesy pawpaw67

  6. Problem 1: Time Image courtesy ToniVC

  7. Image courtesy OneEighteen

  8. Problem 2: Proposals Aren’t Project Plans Top Objectives of a Proposal

  9. Problem 2: Proposals Aren’t Project Plans Top Objectives of a Proposal • Sell

  10. Problem 2: Proposals Aren’t Project Plans Top Objectives of a Proposal • Sell • Meet the customer’s needs

  11. Problem 2: Proposals Aren’t Project Plans Top Objectives of a Proposal • Sell • Meet the customer’s needs • Sell

  12. Problem 2: Proposals Aren’t Project Plans Top Objectives of a Proposal • Sell • Meet the customer’s needs • Sell • Comply with the RFP

  13. Problem 2: Proposals Aren’t Project Plans Top Objectives of a Proposal • Sell • Meet the customer’s needs • Sell • Comply with the RFP • Sell

  14. 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

  15. 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

  16. 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

  17. Proposals Look Sleek; Projects Work

  18. 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

  19. Problem 4: Knowledge Evaporates Image courtesy Nathanael Boehm

  20. /* HA HAHA */

  21. Problem 5: Things Change Image courtesy Knowsphotos

  22. Five Problems Make the Transition Harder • Time • Proposals aren’t project plans • Project managers aren’t business development people • Knowledge evaporates • Things change

  23. There Are Solutions

  24. 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

  25. Solution 2: Make Proposal ProcessMatch Project Planning Process Image courtesy Greg Robbins

  26. 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?

  27. Solution 3: Get PMs Involved in Proposals Image courtesy @Doug88888

  28. Solution 4: Capture Knowledge

  29. Solution 4: Capture Knowledge

  30. Solution 4: Capture Knowledge

  31. Solution 4: Capture Knowledge Spreadsheet courtesy Advanced Optical Systems, Inc.

  32. Solution 4: Capture Knowledge

  33. Solution 4: Capture Knowledge

  34. Solution 4: Capture Knowledge

  35. Solution 5: Be Flexible Image courtesy Tambako the Jaguar

  36. 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)

  37. Augustine’s Law XXI It costs a lot to build bad products.

  38. 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

  39. Moving from Proposal to Project and why that’s so hard Stephen Granade, PMP stephen@granades.com 256.714.5062

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