Customers Produce a program plan and acquisition budget. Develop acquisition/purchasing plan.

Lifecycle Phases Phase 0: Market Segmentation Phase 1: Long-Term Positionin Phase 2: Opportunity Assessment
Milestones Marketing/Campaign Decision Interest Decision Pursuit

(3)
(1) Benchmark (17)
(13) (15)
Upper Identify and capabilities, (7) Defi
Gather Cultivate
Management explore analyze Investigate ne
(9) preliminary
initial position
strategic strategic data and (12) pro
Establish (11) customer/
with customer
market areas relationships, (5) (6) options in Make babl
criteria to Target program
etc. Define Make marketing area interest e
prioritize (10) specific intelligence (19)
marketing/Ca marketing/cam decision and com
new business Implement opportunitie (18) Prepare
mpaign paign decision assign lead
Marketing and opportunitie marketing / s and prepare Anal pursuit
strategy and deploy for
Technical (4) s and build campaign interest yze recommendati
(2) options; make teams (8) opportunity (14)
Management Position assets prospect plan decision (16) busi ons
Assess market recommendati Develp and assessment Participate in
(alliances, relationships recommenda Understand ness
direction, ons align industry
acquisitions, tion basic customer fit,
Program and potentials, and marketing / briefings and
R&D, capital, requirements com
Technical postures campaign plan other meetings
etc) peti
Management
tive
pot

Capture Team

Proposal
Management
Team

Proposal Writing
& Production

Sample Time
Frames
Cyclical Iterative 1 - 3 Months

Opportunity Analysis Report - Establish Initial Competitive

Output Multi-Year Strategic Plan Marketing/Campaign Recommendation Package
Range
lan. Draft Statement of Work (SOW). Set evaluation criteria.

nt Phase 3: Capture Planning

Pursuit Decision Blue Team Black Hat Preliminary Bid Decision

(22)
Extend
custo (29) (35)
(24)
mer Collaborate Make
Initiate (31)
(20) contac with preliminary
capture (26) Review Make early
Make pursuit ts customer on bid / no-bid
strategy and and approve make / buy
decision and potencial decision;
plan capture plan decision and
assign capture (28) solution dedicate
and win initiate
manager Support program and
strategy (27) Implement teaming /
customer proposal
(23) (Blue Team capture strategy, subcontract
needs managers
Gather review); action plans, and ors
analysis and
progra schedule initial pricing strategy (37)
requirements
m status (33) Develop
definition (34) proposal
intelli reviews Update
(21) gence (30) Prepare (36) strategy
capture Extend
Establish and Update preliminary
strategy; Customer
capture core analyz (25) competitive bid / no-bid
mock up contacts
team e data Develop pricing range recommenda intelligence
executive
capture / tions gathering and
summary
proposal (32) tech / mgmt / (38)
budget cost / price Define proposal
Conduct
approaches tasks, detailed
Black Hat from capture budget, and
review plan schedule

3 - 12 Months

White papers,
Detailed Capture Plan,
Preliminary Baseline technical
including: Bid/No-Bid
White papers, technical papers, Solution papers,
ompetitive Pricing Internal Marketing Cust. analysis Recommend
presentations, preliminary Conceptual Designs Executive Summary Mock-up presentations,
Reports Comp. analysis ation
SOO/SOW/WBS, trade studies, etc. Preliminary Cost for SOO/SOW,
Capture strategy Package
Baseline Solutions trade studies,
Action plans
etc.
 Release Draft RFP/RFQ/Tender Meet with prospective bidders; revise RFP as needed. Release final RFP/RFQ/Tender.

Phase 4: Proposal Planning

Proposal Kickoff Pink Team Bid decision Validation

(46)
Support
customer
definition of
needs and
requirements

(47) (55)
(39) (40) (44)
Define (49) Create a
Review and Develop draft Develop initial
detailed Update SOW/WBS/BOE
approve WBS and proposal
baseline winning price responsibility
dictionary (43) outline
proposal offering matrix (61)
Write in-
strategy, Hold Pink
house, (64)
pricing, and (41) Team review,
subcontractor, Receive and
cost (Blue Prepare including cost
and/or (58) analyze
Team review) program (56) volume and
teaming Hold proposal customer
schedule Prepare writers’ (59) initial bottom-
SOW(s); (45) kickoff solicitation
packages and Complete and up cost
account for Draft proposal meeting
(50) gather re-use review PDWs; estimate
subcontractor management (48) (62)
Define cost (51) materials; prepare
(42) pricing and plan Receive, (53) Update PDWs
drivers and Identify assign cost mockups/OPPs
Initiate cost review, and Initiate and
update target proposal team bogies to BOEs
detailed comment on preparation of mockups/OPPs
price in members and (65)
make/buy plan draft PDWs in response to
competitive assignments Prepare final
solicitation Pink Team
range bid/no-bid
recommendati
(54) on
(57) (63)
Prepare (60)
Draft executive Begin early
(52) estimating Hold peer
summary draft/
Establish guidelines review and
presentation
team area and finalize
development (if
library materials for
required to
Pink Team
meet goals)

1 - 6 Months

Responsibility
WBS/WBS
In-house Sub Proposal PDWs Matrix
Proposal Pricing and Dictionary Questions/Su Pricing Proposal PDWs and
and/or Outline Writers'
Strategy Cost ggestions for Strategy Kickoff Mock- Pink Team Report and Recommendations
Teaming Estimating Packages
Document Documents Program Customer Document Package ups/OPPs
SOWs Draft PMP Guidelines Draft Executive
Schedule
Summary
der. Collect questions; hold bidder’s conference, refine evaluation criteria/process; finalize evaluation team. Evaluate proposals;

Phase 5: Proposal Development

ecision Validation Proposal Solution Freeze Update Kickoff Pink Team Update Red Team Green Team Gold Team Proposal Submittal

(66)
Review and (67)
validate the Finalize team
bid decision (69) Impose
and
solution
subcontractor
freeze;
relationships (83)
finalize WBS
(68) (80) Conduct final
and WBS
Attend the pre- dictionary, Hold Red legal, cost,
proposal Team review, and
SOW(s), (72)
conference (70) including price management
responsibility Hold proposal
Create reviews
matrix, update kickoff
compliance meeting
program
checklists, (81)
schedule,
proposal Address Red
make/buy
response Team
plan, etc.
matrix, etc. (73) comments and
Finalize/review finalize
PDWs and draft/presenta
mockups/OPP tion/video
s in response (77)
(71) (75) (85)
to customer Hold status
Finalize Write task (82) (84) Organize and
solicitation and
proposal description Conduct final Submit maintain
compliance
management estimates and compliance proposal proposal
review (79) Prepare
plan rationales check and documentation
meetings proposal
drafts/present “publish” (86)
(74) ation and proposal Identify, write,
(78) deliverables
Develop (76) costs for Red and transmit
Review drafts
proposal Roll up and Team review proposal
and visuals;
text/visuals or review costing lessons learned
rehearse
script/present figures
presentation
ation/video

1 - 3 Months

*Compliance
Checklists
Updated Updated *Detailed Estimated and Section
*Response Final
Bid/No-Bid Proposal Roll-up Drafts and
endations Final Teaming Agreements Matrices Red Team Report and Recommendations Proposal for Lessons-Learned Report
Recommend Kickoff *Final Mgmt Decision on Visuals/Prese
*Proposal Delivery
ation Package Price ntation
Management
Plan
Evaluate proposals; issue questions. Hold discussions. Negotiate. Award - Debrief bidders.

Phase 6: Post-Submittal Activities

FPR Submittal Final Offer Decision White Hat

(90)
Revalidate (94)
proposal Prepare and
pricing implement
strategy program
transition plan
(93)
Update
strategy and
(96)
negotiate
(91) Hold a victory
contract
Receive party (win or
customer lose),
request; including
respond to (95) review teams
FPR Request and
attend
(87) customer
Update debriefing
capture
plan/closure (92)
(89)
strategies for Review,
Participate in
customer approve, and
discussions,
questions, (88) submit the
orals, etc.
discussions, Respond to FPR
orals, FPR customer
pricing, and questions and
negotiation support fact
finding

3 - 6 Months

Customer *Oral
Customer Participant
Questions Presentation Negotiated
Learned Report FPR Proposal Debrief Acknowledge
and *Customer Contract
Report ments
Responses Discussions