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Proposal Risk Checklist

TOPIC DONE / COMMENTS (If NO, provide comment) FOLLOW-UP FOLLOW-UP


ADDRESSED? DATE PERSON
PREPARATION YES or NO
Initiate Review
 Confirm review objective and agenda
 Confirm interview / workshop schedule
 Assemble project working documents, including:
 Proposal
 Statement of Work
 Acceptance Criteria
 Standard Contract
 Published Rates
 Bid Plan
 RFP (if available)
 Bid Review Process
REVIEW YES or NO
Resources
Have the key skills required for engagement been identified
(collaboration management)?
Are the key skills required available or obtainable?
Will permanent staff fill key roles?
Have external contractor issues been worked through?
Has an appropriate account manager been allocated to the project?
Has an experienced project manager been identified?
People
Are staff resumes updated and in COMPANY'S standard format?
Have we built in the appropriate lead time to resolve visa issues?
Are corporate and local policies in place to address issues such as
staff movement, travel, expenses, compensatory time,
accommodation, etc.?
Are we addressing individual needs for those on long-term
assignments (e.g, job rotation, creative staffing proposals)?
Will decent housing be available?
Are other terms and conditions within a bid addressed?
Capabilities
Are our capabilities well defined and accurate?
Can we deliver what we promise?
Do clients exist from whom we can get references?
Has appropriate COMPANY staff been identified and contacted?
Do we have the reference’s permission to use their work as a
reference?
Finance
Was the corporate pricing spreadsheet utilized to produce estimate?

Have we included infrastructure components in the pricing (such as


computers, hardware, software, expenses/other direct costs, training,
tools, administrative costs)?
Proposal Risk Checklist

Does the appropriate staff know the required minimum gross


margins?
Does the appropriate staff know the standard rates?
Does the bid achieve the required minimum gross margin?
Has the effort been costed to include sufficient system integration
effort and time, risk management and quality assurance?
Has the appropriate risk contingency been built into the bid?
Have payment terms been proposed?
Has Finance reviewed the proposal?
Legal
Are we using a COMPANY contract?
Does the proposal address assumptions and risk factors?
Is there a mechanism to define project end?
Is a process in place to define acceptance criteria?
Does an adequate and objective scope definition exist?
Are deliverables clearly defined and reasonable?
Are we willing to commit to post-sales warranty?
Are we willing to commit to performance thresholds?
Has the client agreed to a change management process?
If client is to provide ANY infrastructure components, are legal
remedies in place in case of delay?
Has Legal reviewed the proposal?
Has the Bid Leader worked with the prospect to establish a timeline
for contract review and finalization?
Reputation
Can we deliver the proposal (i.e., are we overselling)?
Is the work consistent with our strategy?
Quality
Has a quality review process been defined and followed?
Has an independent staff member reviewed the proposal?
Have you had a quality review workshop?
Relationship
Is the executive sponsor committed to the proposal?
Are the decision makers known?
Process
Have we utilized our methods in the proposal?
Is a proposal process in place sufficient enough to support the effort?

Do we understand the evaluation process?


Do we understand the authorization process?
Management
Has a Bid Leader been established?
Has a proposal development plan been established?
Has Bid Leader contacted all individuals who will be involved in the
development and/or review of the proposal?
Has the appropriate sign-off process been followed?
Proposal Risk Checklist

Client Management
Have our expectations of our prospects been clearly communicated
(client participation in project, turnaround time for review and/or
acceptance, PCs, office space, desks, other required resources,
etc.)?
Have client productivity assumptions been established and agreed
with the client?
Technology
Is the client knowledgeable about IT?
Is the client knowledgeable about the technology proposed in the
solution?
Is the IT organization aligned with the business organization?
If response times are important to the prospect, has a ‘test early’
approach been established?
Are we familiar with all components of the development environment?

Has the impact of software and hardware upgrades been


incorporated into the proposal?
Have the risks of using/implementing new technology been
incorporated into the plan?
Business Environment
Have we addressed space, PC, cultural issues in prospect’s
environment?
Do we clearly understand the business benefits
(qualitative/quantitative) to the client?
Asset Management
Can we re-use any COMPANY assets on this project? If so, have we
reviewed any potential legal issues?
Have we considered how to new assets during the engagement to
gain maximum future re-use?
Do we accurately understand the value of our assets (reselling a
solution)?
ACTIONS AND FOLLOW UP YES or NO
Identify & Define Problems & Solutions
 New actual or potential issues and risks
 Prioritization of issues and risks
 Resolution and mitigation recommendations
 Step out of the box and ask, “What’s missing?”
 Solicit project manager’s self-assessment
Conclude Review
 Review previous actions
 Assign actions
 Prepare review findings
 Review and finalize findings
 Prepare internal report (not optional)
 Prepare client report (optional)
 Obtain signoff
 Schedule next review