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Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 1
October 23, 2017
The Hybrid Approach: Balancing Collaboration and Virtualization in Proposal Development
Shaping Future Success
Shaping Future Success
Kevin A. Switaj, PhD CF.APMP
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• Introduction• Strengths and Weaknesses of Co-Location• Strengths and Weaknesses of Virtualization• The Hybrid Approach
• Breakdown of Activities
• When the Hybrid Approach Works• When the Hybrid Approach Does Not Work• Conclusion
Agenda/Overview
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What is the Hybrid Approach?
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• Benefits• Shortcomings
The “War Room” Approach
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• Benefits• Shortcomings
The Virtual Approach
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Hybrid Opportunity Life Cycles
Win Theme Brainstorming
Solution Brainstorming
Pink Team Development
Red Team Development
Gold Team Development
Win Theme Development
Session
Solution Development
Session
Proposal Kickoff
Pink Team Review & Debrief
Red Team Review & Debrief
Gold Team Review & Debrief
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• Pre-Meeting Development• Independent
Brainstorming
• Win Theme Strategy Session• In-Person
Session
Win Theme Development
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Solution Development
• Pre-Meeting Development• Independent
Brainstorming
• Solution Development Session• In-Person Session
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• In-Person Session (Whenever Possible)• Allows Team to Get to
Know Each Other• Provide Quick Time
Training on Proposal Process
• Can Combine with Other Activities
• Gets Everyone on Same Page
Proposal Kickoff Meeting
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• In Person Highly Preferred• Benefits of in-person,
even for a short amount of time
• Not always possible
Pink Draft Development
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• Review Virtually• Debrief In Person
(When Possible)• Allows Writers to Pick
Brain of Reviewers• Collaborative
Session for Recovery Kickoff
Pink Team Review and Debrief
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• Virtual• Daily Stand-Up Calls• Use of
SharePoint/VPC/etc. to Check Progress
• Regular Informal Communications
Red Team Development
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• In Person (if possible) but can be Virtual• Reviewers as Mock
Evaluators• Face-to-Face Time to
Identify Ways to Improve
• If not possible, can be Virtual
Red Team Review and Debrief
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• Virtual• Small Team Involved• Daily Stand-Ups• Use of
SharePoint/VPC/etc. to Check Progress
Gold Team Development
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• Must Win Bids• High Value Bids• Complicated Efforts• Localized Bids
When Hybrid Approach Works
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• Short, Quick Turn Task Orders
• Opportunities with Small Value
• Opportunities with International or Widely Geographically Dispersed Teams
• Classified Opportunities
When Hybrid Approach Doesn’t Work
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• Ensure Regular Communication• Collaboration Tools (SharePoint, Slack,
Basecamp)• Communication Tools (Skype, Gchat,
iMessage, etc.)• Regularly Scheduled Meetings
• Post Materials Daily to Ensure Full Availability of Information
• Fun Collaboration
How to Minimize Issues in Virtual Development
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• Virtualization Can Bring More People intothe Process
• Co-Location Provides Great Bang for theBuck
• Combination of Both Approaches Can HelpPush the Needle on Our Must Wins
Conclusion
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Questions?
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• Kevin Switaj• Director of Proposal
Development• Buchanan & Edwards• Kevin.Switaj@Buchanan-
Edwards.com• http://www.kevinswitaj.com• [email protected]• Twitter: @DrSwitaj
The Hybrid Approach