Winning proposals form the bridges between market analysis
and opportunity capture to program execution and performance.
With demanding technical, management, and price requirements,
proposals are also the scourge of most corporations. They are expensive
to develop, drain precious corporate resources, and are never rewarded
for a second-place finish.
Suss Consulting helps our clients build proposals to successfully
challenge increased competition in an ever-tightening market
with conflicting demands for federal program dollars.
We work with clients on:
Requirements Analysis and Proposal Planning. Every solicitation
carries a unique set of objectives, requirements, instructions, and
evaluation criteria, and effective analysis is critical to improved
win probability. We help clients examine documentation and
organize technical requirements; develop proposal structure and
templates; organize requirements tracking matrices; and prepare
instructions to volume leads and authors.
Proposal and Volume Management. Proposal development
teams draw from a range of prime, sub, and consulting resources
with other commitments, so effective leadership is critical to
sound management. We help clients prepare and amend
milestone schedules; identify and engage primary and support
resources; define content objectives; manage color team reviews;
and prepare proposal submissions.
Solution and Content Development. While effective proposal
management is necessary, a strong solution and effective story
telling are critical to high evaluations. We help clients outline
solution points; prepare detailed outlines and figure summaries;
interview managers, engineers, and operators; draft narrative
response, table, and graphic content; and improve response
following color team reviews.
Solution Costing and Pricing. Proposal pricing is, in many cases,
the most important evaluation criteria, and a competitive price
is critical to a contract award. We help clients analyze
requirements, assumptions, and constraints; conduct price-to-win
analyses; prepare price models and basis of estimate; collect and
analyze cost/price data; develop business cases; perform
sensitivity analysis; and prepare proposal workbooks and price
Competitive Analysis and Positioning. Knowing who your
competitors are helps assess overall positioning on any given bid;
understanding their likely bid strategies could mean the difference
between a win and a loss. We help our clients identify prime
competitors and significant teammates; assess relative strengths
and weaknesses; analyze potential technical and price strategies;
and prepare effective counterstrategies.