ENMF 527 Developing Project Proposals PDF

ENMF 527 – Developing Project Proposals Learning Objectives Building relationships with customers and partners Proposal marketing strategies Decision making to develop a proposal Creating winning proposals o proposal preparation process and elements tha...

ENMF 527 – Developing Project Proposals Learning Objectives Building relationships with customers and partners Proposal marketing strategies Decision making to develop a proposal Creating winning proposals o proposal preparation process and elements that may be included in a proposal o pricing considerations o customer evaluation of proposals o types of contracts between the customer and the contractor o Measuring success of proposal efforts Building Relationships with Customers and Partners Interpersonal skills Relationships establish the foundation for successful CME (Canada Manufacturers & Exporters) funding and contract opportunities. > $20 gift Personal basis “Human behavior in organization” course – Ethics Contacts with potential clients should be frequent. Contacts with potential clients Focus on customer needs rather than potential contract Stay in touch, professional level opportunities. Build trust Establish and build trust Have integrity Ethical behaviour  First impression First impression Maintain a positive and can-do attitude Formal wear on interviews Build credibility based on performance Put the client first Build a personal network rather than rely on an individual. ENMF 527 Notes – Proposed Solutions Page 2 of 13  R v Ron Engineering and Construction (Eastern) Contracts & the Tendering Process Ltd, of 1981 is the leading Supreme Court of There are two separate contracts arising in the tendering Canada decision on the law of tendering for contracts. process The case concerned the issue of whether the acceptance of a call for tenders for a construction job Contract A: could constitute a binding contract. The Court held that o Owner’s request for tenders constitutes an offer indeed in many cases the submission of an offer in o Contract A is formed when this offer is accepted response to a call for tenders constitutes a contract (upon the submission of each bid) separate from the eventual contract for the construction. With the release of the decision, the Contract B tendering process practiced in Canada was o The construction contract itself fundamentally changed. o 1972, $150,000, $630,000 o 1981 Contract A: o A unilateral contract arising automatically upon the submission of a tender Contract B: o The contract awarded upon the tender’s acceptance ENMF 527 Notes – Proposed Solutions Page 3 of 13  Pre-RFP/Proposal Marketing Should not wait until formal RFP solicitations are announced before starting to develop proposals Develop relationships with potential customers Maintain frequent contacts with past and current customers Be familiar with a customer’s needs and requirements Consider this marketing or business development; no cost to the customer May prepare an unsolicited proposal Efforts are crucial to the foundation for winning a contract ENMF 527 Notes – Proposed Solutions Page 4 of 13  Decision to Develop a Proposal Factors to consider: o competition o risk o mission o extension of capabilities o reputation o customer funds o proposal resources o project resources Be realistic about probability of winning the contract A lot of non-winning proposals can hurt a contractor’s reputation Creating a Winning Proposal Think about a proposal to win a project for organizing a festival in MME department A selling document – not a technical report Not for an engineer, but for a general audience Convince the customer that you are the best one to solve the problem Understanding the needs Highlight the unique factors that differentiate you from Uniqueness (better than others) competing contractors Special connections Emphasize the benefits to the customer Approaches Write in a simple, concise manner Address requirements as laid out in the RFP Be realistic in scope, cost, and schedule ENMF 527 Notes – Proposed Solutions Page 5 of 13  Large project done by team: >$10 million Proposal Preparation Can be a straightforward task performed by one person or a Medium project done by one individual: