Determine which contract you will target: I’ve found that it helps people get their work done if they set a target, even if it is a bit arbitrary.
Identifying a contract: Choose one contract that looks promising, so go to your pipeline and select a contracts that we think will end in the next 12 to 18 months. Take a look at all of those and do a quick read of the descriptions of each, then choose the one that seem the most inline with what you do. Don’t agonize over this step. We are not locking ourselves into anything, we just need a target to aim for, and which will inform how long we have to complete all our work
Now look at the completion date of the contract you chose and take four months off of that because that is when the RFI or RFP will come out and we need to be fully ready when that happens. Now go into your work plan worksheet and fill out today’s date and that RFP expected date and the spreadsheet will adjust to tell you how long you have to do all the steps to be ready
The parts of the work plan: The work plan is broken up into functional sections, and the timeline along the top shows the rough time that you should be doing each item. The items are sequenced to make sure you start long lead time activities early, and so that you do the prep work in the right order so that you are prepared at every stage.
This work plan is just a rough guide, and you will almost certainly find yourself deviating from it, but I hope that it gives you a sense for what to do when you aren’t sure, and that it helps you hit all the wickets so you are prepared when that first RFP comes out that you really want to win.
Good Luck and See you in the next course!