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Initiating Process Group
Planning Process Group
Executing Process Group
Monitoring & Controlling
Closing Process Grp
Integration Management
• Develop Charter
• Develop PM Plan • Direct & Manage Project Work
• Monitor & Control Work• Change Mgmt
• Close Project or Phase
Scope Management
• Collect Requirements• Define Scope• Create WBS
• Validate Scope• Control Scope
Time Management
• Estimate Activity Resources & Durations• Develop Schedule
• Control Schedule
Cost Management
• Estimate Costs• Determine Budget
• Control Costs
Quality Management
• Plan Quality Management
• Perform Quality Assurance
• Control Quality
HR Management
• Plan Human Resource Management
• Acquire Project Team• Develop Project Team• Manage Project Team
Communications Management
• Plan Communications Management
• Manage Communications
• Control Communications
Proposals Feed Into Projects
Source: PMBOK® Guide, Fifth Edition
Initiating Process Group
Planning Process Group
Executing Process Group
Monitoring & Controlling
Closing Process Grp
Integration Management
• Develop Charter
• Develop PM Plan • Direct & Manage Project Work
• Monitor & Control Work• Change Mgmt
• Close Project or Phase
Scope Management
• Collect Requirements• Define Scope• Create WBS
• Validate Scope• Control Scope
Time Management
• Estimate Activity Resources & Durations• Develop Schedule
• Control Schedule
Cost Management
• Estimate Costs• Determine Budget
• Control Costs
Quality Management
• Plan Quality Management
• Perform Quality Assurance
• Control Quality
HR Management
• Plan Human Resource Management
• Acquire Project Team• Develop Project Team• Manage Project Team
Communications Management
• Plan Communications Management
• Manage Communications
• Control Communications
Proposals Feed Into Projects
Source: PMBOK® Guide, Fifth Edition
Can Proposals Define the Triple Constraint?
SCO
PEBUD
GET
SCHEDULE
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Image courtesy ToniVC
Problem 1: Time
Image courtesy OneEighteen
Top Objectives of a Proposal
Problem 2: Proposals Aren’t Project Plans
Top Objectives of a Proposal1. Sell
Problem 2: Proposals Aren’t Project Plans
Top Objectives of a Proposal1. Sell2. Meet the customer’s needs
Problem 2: Proposals Aren’t Project Plans
Top Objectives of a Proposal1. Sell2. Meet the customer’s needs3. Sell
Problem 2: Proposals Aren’t Project Plans
Top Objectives of a Proposal1. Sell2. Meet the customer’s needs3. Sell4. Comply with the RFP
Problem 2: Proposals Aren’t Project Plans
Top Objectives of a Proposal1. Sell2. Meet the customer’s needs3. Sell4. Comply with the RFP5. Sell
Problem 2: Proposals Aren’t Project Plans
Top Objectives of a Proposal1. Sell2. Meet the customer’s needs3. Sell4. Comply with the RFP5. Sell6. Be in line with corporate objectives
Problem 2: Proposals Aren’t Project Plans
Top Objectives of a Proposal1. Sell2. Meet the customer’s needs3. Sell4. Comply with the RFP5. Sell6. Be in line with corporate objectives7. Sell
Problem 2: Proposals Aren’t Project Plans
Top Objectives of a Proposal1. Sell2. Meet the customer’s needs3. Sell4. Comply with the RFP5. Sell6. Be in line with corporate objectives7. Sell?. Prepare for the project
Problem 2: Proposals Aren’t Project Plans
Proposals Look Sleek; Projects Work
PROJECT MANAGER
Problem 3: PMs Aren’t Biz Dev People
What my co-workers think I doWhat my mom thinks I do What society thinks I do
What my boss thinks I do What I think I do What I really do
Images courtesy thehutch, Graham King, NBC, Victor1558
Problem 4: Knowledge Evaporates
Image courtesy Nathanael Boehm
/* HA HA HA */
Problem 5: Things Change
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1. Time
2. Proposals aren’t project plans
3. Project managers aren’t business development people
4. Knowledge evaporates
5. Things change
Five Problems Make the Transition Harder
There Are Solutions
• Do not multitask– “Cognitive Control in Media
Multitaskers”, Ophir, Nass, Wagner– “Your Brain at Work”, by David Rock– Work in sprints
• Fight procrastination– Prioritize tasks– Do the worst tasks first
• Prioritize people– Manage the critical path
Solution 1: Fight Time Crunch
Clifford Nass
Joseph Ferrari
Solution 2: Make Proposal Process
Match Project Planning Process
Image courtesy Greg Robbins
Multimedia
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Write Script
Film
Write Score
Edit
Proof
Master Files
Solution 2: Use WBS and Activity Estimates
Proposal WBS should tie into project WBS WBS as spine of a
proposal just like it’s the spine of a project
Bases of estimates should map to activity estimates Why will things cost what
they will cost? How long will they take?
Solution 3: Get PMs Involved in Proposals
Image courtesy @Doug88888
Solution 4: Capture Knowledge
Solution 4: Capture Knowledge
Solution 4: Capture Knowledge
Solution 4: Capture Knowledge
Spreadsheet courtesy Advanced Optical Systems, Inc.
Solution 4: Capture Knowledge
Solution 4: Capture Knowledge
Solution 4: Capture Knowledge
Solution 5: Be Flexible
Image courtesy Tambako the Jaguar
1. Fight the crunch (Time)
2. Make proposal process match project planning process (Proposals aren’t project plans)
3. Get PMs involved in proposals (Project managers aren’t business development people)
4. Capture knowledge (Knowledge evaporates)
5. Be flexible (Things change)
Five Solutions to Make the Transition Easier
Augustine’s Law XXI
It costs a lot to build bad products.
• Not enough skills– Training! (Things like BID-Connex)
• Not enough support– Find an ally!
• Not enough interest– …I can understand that
Why Aren’t You Involved?
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