goldilocks and the three softwares ......goldilocks and the three softwares: finding and...
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Goldilocks and the Three Softwares:Finding and Implementing the Proposal
Automation Tool that Fits Your Team
Presented by:Maret FreemanKarla FossettNovember 14, 2019For the APMP Nor’Easters Expo – Portsmouth, NH
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About BerryDunn
Full-Service Assurance, Tax, and Consulting Firm
State & Local Government Consulting
460Employees
Founded in1974
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I know I’ve written this before, but
what proposal was it for?
Is this the most up-to-date
version?
I have 15 different Word documents
open, and my computer just crashed!
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Our (Then) Current Environment
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With Growth Comes Challenges
1. Accountants and Consultants had different needs:
• Accountants adopted a new Document Management System
• Consultants adopted SharePoint for easy collaboration with clients across the country
• Meanwhile, many people still relied on the network drive that had been in use for 20+ years
2. New offices and national expansion meant changing letterhead templates, standard firm content, and graphics
4. Maintaining resumes and references was a nightmare!
3. Our growing proposal team didn’t know where to find content—or what was the latest version
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Making a Business Case for Proposal Software
• Number of proposals per year (showing year-over-year growth)
• Number of proposals per proposal resource• Win rate• Trends related to value and size of proposals
Share anecdotal information related to the stats.
• Vendors in the marketplace• Functionality• Ballpark costs
Convey to leadership how software will strengthen your proposal quality and improve efficiency—and WON’T result in cut-and-paste proposals.
Do Your Research!
• Which of your competitors and/or partners use proposal automation software?
• Which products do they use?
“Aspirational” CPA firms were particularly helpful for us in making a business case.
Leverage Your Peers
in the Industry
Keep Detailed Proposal Statistics
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The Process
Project Plan Tasks, Timeline, Sponsor, Business and Tech Project Manager, Proposal Team, Business Stakeholders
Requirements Work session for proposal team and business stakeholders to identify the ‘must haves’ versus ‘nice-to-haves’ in a software
RFP Provided vendors with an understanding of our business, current challenges, requirements, and response guidelines
Evaluation Six-person team (proposal writers and business stakeholders), resulting in a short list of three vendors
Demonstrations Web-based demonstrations, open to participation for all proposal writers and business stakeholders
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Evaluating Vendors
Vendor A:• Newer business• Fewer customers• More intuitive user interface• Innovative Vendor B:
• Well-established business• Large customer base• More traditional / less
intuitive user interface
Comparable price-tags
Reference checks were key to our final decision
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Steps to a Successful Implementation
Put Together a Team
Make (and keep to) a Project Schedule
Build Buy-In From Users
Provide Post-Training Support
Reward Successes
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Putting a Team Together
“Great things in business are never done by one person. They're done by a team of people.”
~ Steve Jobs
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Vendor Project Manager
Putting a Team Together
Business Development Project Manager
IT Project Manager
Project Sponsor
Content Administrator
Change Management Advisor
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Vendor Project Manager
Putting a Team Together
Business Development Project Manager
IT Project Manager
Project Sponsor
Content Administrator
Change Management Advisor
Implementation Team
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Developing the Project Schedule
Flexibility in your schedule is imperative, but so is keeping your project on track.Find that sweet spot!
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Building Buy-In
• Communication
• Transparency
• Information sharing
• Change Management
• Understanding the change
• Recognizing the reason for the change
• Embracing the benefits of the change
• Acknowledging the challenges of the change
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Training and Post-Training Support
Training does not end with training sessions
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Recognizing and Rewarding Success
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Questions and Discussion