formulating a proposa l - bhef a proposal.pdf · • storyboarding became popular in live-action...
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Formulating a Proposal
8/1/16 © Copyright 2016 Stevens Institute of Technology, All rights reserved 1
Course Design
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Deciding What to Build
& Why
Bringing Solutions to Life
Ensuring Systems Work And Are Robust
Managing Evolution…
Deciding What’s Next
Course Design
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Deciding What to Build
& Why
Defining the Problem
Developing a Solu5on
Formula5ng a Proposal
Concept Review
Course Design
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Deciding What to Build
& Why
Defining the Problem
Developing a Solu5on
Formula5ng a Proposal
Concept Review
Class Schedule (1 of 2)
Date Week Topic
Feb 1 1 • Thinking in Terms of Systems
Deciding What to Build and Why
Feb 8 2 • Defining the Problem
Feb 16 3 • Developing a Solution
Feb 22 4 • Formulating a Proposal
Feb 29 5 • Concept Review
Bringing Solutions to Life
Mar 7 6 • Building a Functional Model
Mar 14 7 • Implementing the Functions
Mar 28 8 • Specifying Components
Apr 4 9 • Design Review 8/1/16 © Copyright 2016 Stevens Institute of
Technology, All rights reserved 5
Class Schedule (2 of 2)
Date Week Topic
Ensuring the System Works and Is Robust
Apr 11 10 • Integration and Test
Apr 18 11 • Modeling and Simulation
Apr 25 12 • Designing for the Lifecycle
May 2 13 • Test Readiness Review
Managing Evolution…Deciding What’s Next
May 9 14 • Technology and Innovation
May 16 15 • No Class – Final Project Submission
8/1/16 © Copyright 2016 Stevens Institute of Technology, All rights reserved
6
What is a proposal?
Why would I need one?
Who would I present it to?
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Why Proposal Writing is Different
• Most engineers are trained to write technical documents • Proposals are technical marketing documents
Elements of a Good Proposal
• Demonstrates your understanding of the customer’s problem or the market opportunity
• Describes your proposed solution • Identifies the unique benefits your solution will provide
to the customer
Tips for Proposal Writing
• Write/speak from the customer’s or stakeholder’s point of view
• Focus on what makes your proposal different • Every assertion must be supported with evidence • Every comparative must include what you are
comparing to • Superlatives must be avoided at all costs • Tell a consistent story:
Feature à Benefit à Proof
Application to Proposal “Win Themes”
• A Win Theme is a high-level feature of your proposed solution that: – Provides extraordinary benefit to the customer
and – Differentiates your solution from that of your
competitors
Win Themes
• Are few in number; 3-5 is reasonable • Answer the question, “Why you?” • Are the bullets you hope to see on your
customer’s source selection rationale slide • Should be woven throughout your entire proposal • Must be supported with facts and data
Are These Good Win Themes?
• Our solution: – Satisfies all customer requirements – Will be developed by the best team – Is low cost
Origin of the Storyboard
• The story board form widely known today was developed at the Walt Disney studio during the early 1930s. Diane Disney explained that the first complete storyboards were created for the 1933 Disney short Three Little Pigs.
• According to Christopher Finch in The Art of Walt Disney, Disney credited animator Webb Smith with creating the idea of drawing scenes on separate sheets of paper and pinning them up on a bulletin board to tell a story in sequence, thus creating the first storyboard.
• Storyboarding became popular in live-action film production during the early 1940s, and grew into a standard medium for pre-visualization of films.
Storyboard Example
Application of Storyboards to Proposals
• Used to sketch out your proposal before committing the time and effort required to prepare a complete draft
• Encourages graphic-centric rather than a text-centric approach
• Allows the proposal team and the reviewers to see the “big picture” without getting lost in the details
Elements of a Proposal Storyboard
• Section Identifier (e.g. number, title)
• Theme sentence (usually in boldface italics)
• Summary of Key Points (in bullet or outline form)
• Graphic (picture, graph, etc. that illustrates the theme)
• Figure Number • Action Caption
Elements of a Proposal Storyboard
• Section Identifier (e.g. number, title)
• Theme sentence (usually in boldface italics)
• Summary of Key Points (in bullet or outline form)
• Graphic (picture, graph, etc. that illustrates the theme)
• Figure Number • Action Caption
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“I made this letter longer than usual because I lack the time to make it short.”
Blaise Pascal, 1657
“I'm sorry I wrote such a long letter. I did not have the time to write a short one.”
Abraham Lincoln
“Easy reading is damn hard writing.”
Nathaniel Hawthorne
Theme Sentence
Exercise: Write a Theme Sentence for a proposal section that demonstrates that you understand the customer strategy described
on the following slide.
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Living and working in space require accep5ng risk, and the journey is worth the risk. Crews must be protected from the unique hazardous environments of deep space and on the Mar5an surface. OHen, systems will have to operate autonomously or remain dormant for years in prepara5on for crew. Overcoming these challenges will be essen5al on the journey to Mars. These technological and opera5onal challenges fall into three categories: 1. Transporta+on:
sending humans and cargo through space efficiently, safely, and reliably; 2. Working in space:
enabling produc5ve opera5ons for crew and robo5c systems; 3. Staying healthy:
developing habita5on systems that provide safe, healthy, and sustainable human explora5on.
Bridging these three categories are the overarching logis5cal challenges facing crewed missions las5ng up to 1,100 days and explora5on campaigns that span decades.
Once you have your theme sentences…
• Arrange them in a paragraph • Adjust them until they tell your story • This is the first draft of your proposal
Elements of a Proposal Storyboard
• Section Identifier (e.g. number, title)
• Theme sentence (usually in boldface italics)
• Summary of Key Points (in bullet or outline form)
• Graphic (picture, graph, etc. that illustrates the theme)
• Figure Number • Action Caption
Action Caption Example
• Figure 1: Grizzly bears are large, powerful, fast animals that can cause serious injury and should be avoided whenever possible.
Exercise: Write an Action Caption for this figure.
Concept Review Assignment
1. Describe your project proposal in a set of storyboards – One Executive Summary storyboard that summarizes
you proposal – One additional storyboard for each of the six
questions introduced in the lectures of the past two weeks
2. Prepare a five-minute presentation that describes your proposal
Defining the Problem Key Questions:
1. What operational need or market opportunity is your system intended to address? – Assessment Criteria: The need for the system is well understood, fully
described in the language of the stakeholders and free of solutions. 2. Who are the most important stakeholders and what are the key requirements
of each? – Assessment Criteria: The key stakeholders have been identified and their
most important requirements defined, validated and clearly stated. 3. What are the three to five most important features of your system that
distinguish it from those of your competitors? – Assessment Criteria: Features are specific, quantifiable (or readily
observable), and important to the customer.
4. What is your proposed system concept? What alternative concepts did you consider and why did you choose the one you proposed? • Assessment Criteria: Broad range of concepts defined and systematically
analyzed against criteria linked to key stakeholder needs. 5. How will your proposed concept operate within the larger context to achieve
its intended purpose? • Assessment Criteria: The external systems with which the system will
interact have been identified, the system boundary has been clearly defined, and the interactions between the system and the external systems have been specified from a black box perspective.
6. What are the key specifications that will drive the system’s design and development? • Assessment Criteria: System requirements a) have been derived from
and are linked to the stakeholder requirements, b) describe what the system shall do but not how, and c) are verifiable and properly written.
Creating an Operational Concept Key Questions:
Concept Review Process February 29, 2016
1. Teams post their storyboards on the classroom walls 2. Teams deliver proposal presentations to a panel of
reviewers 3. Reviewers provide feedback on the presentations 4. Reviewers post comments on the storyboards 5. Teams read and discuss storyboard comments 6. Teams ask questions to clarify reviewer comments 7. Teams and reviewers jointly discuss the process and
draw conclusions