![]() Proposal managers have supported a lot to the content development at this point and it may be hard to get an unbiased opinion. You also eliminate waste and expensive rewriting if everyone is included from the beginning. ![]() Blending the opportunity/capture leads with the proposal leads is crucial to developing and presenting a beneficial solution. This team can be very broad because you are dealing with the solution for your customer. Subcontract manager (if teaming with another company).This powerful influence over how the proposal will be completed dictates knowledgeable and empowered Pink Team members. This team verifies how well the proposal team is executing the approved win strategy and recommend necessary changes. More proposals fail because of poorly executed or nonexistent Pink Teams than any other cause. The Pink Team reviews proposal storyboards, mockups, or writing plans before text is drafted. Like the Blue Team, the Black Hat review works best if the team is independent from the Capture Team allowing for an unbiased review. Both are important to know to strengthen your proposal and strategy. Unlike the Blue Team, this team must be full of experts on the customer and competitors. They outline competitors’ probable solutions and strategies based on their knowledge of the market, the customer, and competitors’ prior strategies and capabilitiesīlack hat Team members are experts on the customer and competitors they try to anticipate competitors’ strategies and solutions and test the soundness of your strategy and solution. Black Hat Reviewīlack Hat Teams prepare capture plans for each major competitor or major types of competitors. This allows the team to see what they might have missed in their strategy planning. These independent members can provide an unbiased opinion about the customer and give that feedback to the capture team. Ideally, Blue Team members are independent from the capture team, but also knowledgeable about the opportunity, customer, and customer’s needs. The Blue Team reviews the initial capture plan to evaluate your knowledge of the cus t o m er and opportunity, provides guidance on your potential solutions, and recommends strategic actions you can take to position your organization as the cus t omer’s preferred choice. Blue Team Review-Win Strategy ReviewĪlthough capture managers make all necessary preparations for a Blue Team review, they are preparing this information for senior business development leaders who will lead the review. Save yourself the time and money by using the right members for each team, whether your company or opportunity is large or small. Best practice suggests that you make the right team members available instead of making the available team members right. ![]() Inviting the right people to color team reviews is one of the most important aspects for conducting a successful review. Color team reviews should be tailored to fit the environment and the pursuit size and complexity. ![]() The answer? It depends on the size, scope, and complexity of the pursuits as well as the size and mission of your organization. At Shipley, we are asked many questions about how to run a successful color team review but, by far, the most popular question is, “who do I invite?” But these reviews can get tricky and become ineffective if we’re not careful. Most of us know how vital color team reviews are to ensuring a well-written, concise solution for our customers. ![]()
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