Tag Archive for Shipley

Lohfeld WinCenter(TM) – integrated Capture and Proposal Management software for Federal Contractors

Bringing the best together.

Yesterday, we announced our partnership with Lohfeld Consulting Group and the new Lohfeld WinCenter(TM) software product.  WinCenter provides Federal Government Contractors (GovCon) with an integrated system to manage opportunities across the capture and proposal life-cycle.  It is integrated in a number of ways.  In this article, I’ll talk about the integration of process and technology and how it came together.  And, I’ll provide you with other resources.

As you all know, CorasWorks provides its own CorasWorks Capture and Proposal Management solution as part of its Federal Government Contractor solution set.  Over the last year, we have supported customers that were using CorasWorks on SharePoint and that also had adopted a Lohfeld based capture and proposal methodology (or similar model such as Shipley).  We started embedding their process into our solution during implementations.  It was kind of a “Reese’s Peanut Butter Cup moment”.  You take the process methodology, best practices, artifacts, guidance etc. and embed it in the software and automate the work.  The result is a system that works the way C&P professionals think about their work, that automates their work, that literally guides them through the process and the activities, and that provides exceptional visibility across the full life-cycle for all participants.

You’d think that this would already be a no brainer.  But, there is a big chasm between consultants/professionals that have the deep process knowledge and the software vendors providing the tools.  So, normally that great process is in people’s heads, on the wall, in 300 page manuals, and in some documents somewhere and users have to figure out how to use various tools to do different parts of the work. The potential productivity and effectiveness just gets lost.

So, working together, we’ve developed WinCenter.  It combines the standardized best practices of the industry for the Capture & Proposal process with the power of the CorasWorks work management platform on SharePoint.  It is an enhanced version of our Capture and Proposal Management solution.  Its seamless integration of all aspects of the process sets a new bar to drive productivity and win effectiveness.  It is available from Lohfeld and from CorasWorks.  And, it is designed to be very customizable to fit your particular modified C&P process and way of working.

I’ll leave the product details to the following resources and future articles and information.  Here are some resources to get you going:

william

Overview of CorasWorks Capture and Proposal Management solution v2.1

Version 2.1 of the CorasWorks Capture and Proposal Management (CnP) solution for Federal Government Contractors has been released.  Over the next few weeks you’ll see articles, press releases, webcasts, and customer case studies for the solution.  This article will provide you with an overview of the solution to get you started.

Background of the Solution

Over our 10 years, we have supported many customers that have leveraged the CorasWorks Work Management platform to create custom Proposal Management solutions that run on SharePoint.  Over the last year, as we’ve built our Federal Contractor business we’ve found considerable demand for a Commercial-Off-The-Shelf (COTS) solution for Capture and Proposal Management running on SharePoint.  Version 2.1 delivers this COTS solution as a comprehensive, integrated, and flexible way to master the full life cycle of Capture and Proposal Management.  Its flexible design (technically and via pricing) enables it be leveraged by small and mid-sized businesses and the largest enterprises.

Overview of CnP v2.1

CnP v2.1 is a 3 module system.  It is designed to allow you to get started quickly with a COTS, comprehensive, integrated solution that can be easily customized, enhanced and extended.  The schematic below depicts the core three modules.

Modules of CorasWorks Capture and Proposal Management

Capture and Proposal Management Center – this module is the center of the system.  It allows you to manage all opportunities/proposals through a structured Stage-Phase-Step life cycle.  It provides you with the top down visibility and overall management of your proposal pipeline.  Typically, customers configure this module to reflect (visually and functionally, see screenshot below) their custom Shipley/Lohfeld/APMP process model.  CorasWorks then automates the work of the users to manage the process.

Proposal Working Sites – this is where the collaborative work takes place for each opportunity/proposal from capture through post-proposal.  It is full of CorasWorks enhanced Work Management features to organize and automate the work with integration with all CnP system features, native SharePoint and external applications and systems.

Proposal Asset Library – a key part of the system is the availability of the Proposal Asset Library (PAL) to manage assets such as Past Performance, Forms, Policies, Boilerplate, Graphics, Resumes etc. Leveraging the integrated nature of this solution these resources are made available to users as they work in proposal sites.

Below is the home page of the CnP Management Center.  In this implementation, a customers’ 4 Stage, 8 Phase, 22 Step “baseline” process is depicted visually to show where everything stands.

[Click on the image to enlarge]

Capture and Proposal Managment Home - Stage-Phase-Step: Shipley-Lohfeld process

Key Features of the Solution

Below I’ll highlight key features of the CorasWorks CnP v2.1 solution.

  • Support for custom Stage-Phase-Step Process -  flexible Stage-based process management and the ability to embed the solution with your customized way of working
  • Auto-provisioning and configuration of Proposal Working Sites
  • All Documents Work Management – special display allowing users to go to one place to see and act on all documents related to a proposal across multiple libraries
  • Color Review Workspaces – special workspaces for proposal color and gate reviews supporting review and commenting
  • Master Calendaring – central master calendar of events such as color reviews across all proposals in the system, editable and accessible from within each proposal working site
  • Pinpoint Search and Fetch – ability for users to search and fetch information from Proposal Asset Libraries while working within a proposal site
  • Writer Assignment Management – automation of the assignment, notification, and management of writer tasks
  • My Work – enable users to see, contribute and act on work related to them as individuals from across the system
  • Support for Role-Based Work Consoles – ability to create work consoles where users of a certain role, such as teaming partners, can go and work with information from across the system
  • Configurable reporting – off-the-shelf you have configurable reporting in Tabular Reports with one click to print, to Excel, PDF, and Word.  You also have configurable Pivot Charting.
  • Integration of third-party CRM Systems – ability to integrate the solution with the leading CRM systems  (Deltek GovWin, Salesforce, MS CRM) and just about any other external system (ERP, HR, Custom, SAAS app)

CnP v2.1: Flexibility to Accommodate and Innovate

If you are using any of the COTS legacy proposal management solutions in the market you are constrained by their proprietary, fragile, and custom coded design.  If you are using SharePoint that is heavily customized by IT or a proprietary system, while this may mean that it could be modified, the cost, risk, and time is so high that change is constrained.  If you use native SharePoint or Alfresco or file shares, you are probably working with tools that are feature constrained, relying on manual content-driven work, siloed document libraries, siloed proposal sites and an environment where assets like proposal asset libraries are siloed.

With CorasWorks CnP v2.1, you are in a different world.  The COTS solution is feature rich but is really your base solution.  As a solution on the CorasWorks Work Management platform, it is unusually flexible and unusually easy to change – so easy that it is normally business users that customize, enhance, and even extend the solution leveraging the market leading CorasWorks Configuration Wizards.  This flexibility enables organizations to get what they want today, change things on the fly to accommodate specific work needs, and to innovate as their needs change.

A new choice

Now, with CorasWorks CnP v2.1 you have a new choice.  If you have little in the way of formal CnP tools or are using native SharePoint, you don’t have to just make do.  Our affordable pricing model allows you to move up the value stack to a COTS solution on SharePoint with a rich feature set to optimize your work and stay competitive.  Or, if you are heavily invested in a legacy, costly system you can replace them or enhance them with just what you need often at less than it costs you to maintain them.

No matter where you come from, the key is that you are not switching to a locked-in COTS system.  CorasWorks CnP is open, flexible and will allow you to decide where you want to go from here.

For more information:

 

william

Getting to a Competitive Capture and Proposal Management system on SharePoint

We just published a case study about an implementation of our new Capture and Proposal Management v2.1 solution for a $30m revenue, 200 person, Federal Government Contractor who is graduating out of small business into the free and open market.  The driver is their need to get up to a full and open competitive level.  They wanted the next generation solution (vs. legacy proposal management solutions), they wanted it their way, they didn’t want to spend a lot for it, and, they wanted control over their future.

The case study gives you the general overview of the situation, the solution and the results.  It is a great story.  I recommend that you read it before reading this article.  Here, I’ll take a different perspective and drill into the details of the implementation that made it successful.

The reason that I am writing this article is that I believe that a Capture and Proposal Management solution is one of those types of solutions that require a strong dose of mind-melding of people.  It involves process at a high level and very detailed task activities.  You don’t just install the software.  You need a good implementation methodology and the right people to be really successful.  In addition, this article will point out the importance of the flexibility of CorasWorks software when it comes to this solution – it makes a big difference to the customers long term success.

As written in the case study this was a five week implementation.  That means that it happened over 5 weeks.  However, the budget included just 5 days of CorasWorks Professional Services.  And, we stuck to the budget.  This is impressive given that this was a soup to nuts implementation including a completely new SharePoint infrastructure and migration of 300 proposals from file shares and Alfresco into the SharePoint environment along with a very custom solution and a lot of empowerment training.

Getting it Right, Getting it Done

So, how did we all manage to get a comprehensive, very customized, rather large, fully integrated, Capture and Proposal Management system, up and running with trained, empowered business users from scratch with 5 days of our services?  Here are some of the elements that made it successful.

  • In our pre-sales, we showed them different “flavors” of our Capture and Proposal Management solution implementation enabling them to narrow down their approach in advance and be familiar with how it would look and feel and what could be customized.
  • Their IT people were very efficient to spin up the infrastructure in advance based upon our best practices (this was a new SharePoint environment) and then they got out of the way
  • The Business Users drove the solution implementation.  Thus, they knew what they wanted and were motivated to get it right and done quickly.
  • The Business Users came to the kick-off meeting armed with 3 core documents: 1) their modified Shipley 22 step “baseline” Stage-Phase-Step process, 2) a comprehensive information architecture for their system (basically top down all of the features/information to be captured and its logical structure), and 3) key dashboard reports with metrics they manage by.
  • The customer made their core business team available and they were able to commit to multiple weekly sessions to get this done.
  • The project had executive visibility from day one of pre-sales.
  • We stuck to our standard Walkthrough/Workout implementation approach.  Basically, we start by implementing our base solution.  Then, we conduct 1-2 hour sessions where we walk the customer through using the system.  Then, they take control and workout the solution following a prescribed process and we note desired changes.  Many of the changes are made real time.  Then, we work it out again.  This approach moves the custom solution forward very quickly and keeps the business users fully engaged and learning.
  • They were reasonable about where they had to get to because they knew that they were also being empowered to take control, customize the solution and move it forward on their own.
  • They began formal CorasWorks “essentials” training half way through the implementation and by the end they were making the changes and doing the work with us just advising them.
  • We set up a semi-automated migration onramp system and their business users did the rest.

Of the elements above, the most significant is that the core team of business users were directly involved and driving the implementation.  Often, we find that these users are “too busy” to be directly involved.  That is a key mistake.  You need to educate them in advance about the new possibilities with CorasWorks configurable solutions if you want them engaged and want to succeed like this customer.  If they understand what they can get and how the process works, then, they will not be too busy.  It helps to do multiple 1-2 hour sessions so that they can fit the work into their schedules.

End of the Beginning

Yes, the implementation is done.  However, it is really the end of the beginning.  They had what they wanted at the end of 5 weeks.  But, a week later we had our Engagement Review/Lessons Learned session and they had already enhanced and extended the solution quite a bit further.  They are rapidly perfecting and innovating on their own as they do “workouts” with other business teams and teaming partners.  (Yes, the business users are now conducting the workouts and making changes.)  This is really the key to long term success and the value of CorasWorks as a competitive platform for them – they are empowered to innovate.  As a growing and maturing business, over the next couple of years this one solution will go through many phases.  If they had gone with some fixed, legacy, proprietary solution or a native SharePoint approach that required expensive custom IT involvement – they would be stuck.

Instead, they are empowered to compete today and get better over time.

William

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See additional articles for Capture and Proposal Management in this blog.

Visit CorasWorks Capture and Proposal Management for product information.