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Our secret sauce
Through the Salentis System, we raise expectations of the proposal development process replacing chaos and drama with discipline, pragmatism and discovery. It’s a human way of working that emboldens, elevates and never ceases in its pursuit of excellence.
Our goal in proposal development is to make the evaluators’ job simple when they get to our clients’ proposals. They are able to evaluate your proposal with ease and quickly see that it is the obvious choice. We ensure:
- Win strategy messaging is created in early workshops and communicated to the bid team
- All decisions are made with the win strategy firmly in mind
- Compliance outline is developed and followed to ensure alignment with solicitation requirements
How do we do this? Take a look at our proven methodology, based on a representative 8-week timeline but scalable for any sized project
The proposal development timeline is planned in detail and work commences to ensure conditions are set for efficient and effective proposal development.
We work with our clients as early as possible, and without commitment, to understand the scope of the project and the planning considerations.
We also help our clients plan to use the Salentis team in the most productive way possible. We want you to get the most value from your investment in a Salentis-supported solution.
Before we start work, Salentis will agree on a weekly battle rhythm that works for both client leadership and the bid team. This brings discipline and focus to the work week—especially important in a remote working environment.
Analysis, planning and preparation prior to the kick-off workshop sets up proposal development for success. We have found that investing ‘human’ time in a detailed compliance outline at this stage, built from every document included in the solicitation as it pertains to the proposal, is a fundamental way of assuming that a bid is fully compliant. It saves time, effort and disappointment later on.
- End-to-end encrypted Microsoft, Zoom and instant messaging tools to communicate and collaborate
- Data is secured by Microsoft Azure—encrypted at rest and in transit
- Processes and procedures updated continuously with regular cybersecurity assessments
We facilitate workshops to help identify and refine the most effective messaging for the proposal using group brainstorming sessions to promote a common understanding of the competitive landscape; customer ‘pain’ and ‘gain’ points; and our client’s strengths and value proposition (tools and systems, innovations, themes/strengths, and discriminators) for the customer.
- Buy-in, test and communication of win strategy
- Writers and design team engaged early
- Evaluator-focused solution confirmed
First Draft / Pink Team Review
With the design agreed, focus turns to preparing first drafts that have mature visual elements and outlined text.
Salentis writers are the critical thinking interface between our client’s engineers/executives and the procuring authority’s evaluators. They use journalistic techniques to ensure that the proposal fully addresses requirements and backs claims with compelling evidence. This means internal resources are distracted less from their ‘day jobs’. And by leaving the writing to professional Salentis writers, it means better proposal quality and eliminated ‘stove-pipes’.
Salentis designers bring our client’s solutions to life using graphics, photography and other visual design elements that will excite evaluators and enable them to easily and immediately interpret messaging as intended rather than having to wade through pages of complex narrative text.
An end-of-week Pink Team Review evaluates drafts to confirm solution fidelity and authorises the start of work on the second draft.
Development begins on a second draft, incorporating acceptable Pink Team Review feedback and advancing all content such as graphic elements and full narrative text.
A tried, tested and continuously improved process, unique to Salentis, brings discipline, focus, and keeps the proposal on track. Our colour review methodology drives essential improvement ‘sprints’ focusing the effort of colour reviewers and maximising their effectiveness.
- Best-in-class, Adobe Creative Cloud for illustrations, production design and managing colour reviews
- Kanban functionality to allocate responsibility, track progress and identify bottlenecks
- Our ‘virtual wall’ gives the bid team access to the latest drafts of the proposal for commenting and collaboration
Red Team Review
Work continues on the second draft. An end-of-week Red Team Review assembles a mix of independent, motivated experts to assess the near-complete draft for its compliance and use of compelling design and persuasive writing.
Our Red Team Reviews are very targeted directing reviewers to answer a set of questions based on the solicitation instructions and evaluation criteria. In this way we gain greater insight into the extent to which the proposal is complete, compliant and compelling, and minimise the temptation for reviewers to be drawn into editing and completely subjective reviews.
Red Team Recovery
Salentis writers work to adjudicate and incorporate Red Team Review findings, resolving any conflicting comments with client solution architects. We work to edit and polish the proposal, with particular emphasis on consistency of style and terminology across all documents.
Gold Team Review / Final Production
The final draft is read aloud by a select number of bid team members (the Gold Team) and final edits are made live. Content is locked down and considered final upon Gold Team release to Final Production.
We lead a professional production process followed by a comprehensive final ‘white glove’ page turn ensuring the proposal is in the required format and in the various versions mandated by the procuring authority.
After final production, Salentis can oversee the submittal of the proposal via authority portals and supervise hard copy printing as needed. We can also submit hard copies in person on our client’s behalf.
Get in touch and see how our system can work for you