Explanation of the company's IT services and products
3
Introduction to proposal writing process
4
Review of previous successful proposals
5
Study of company's style guide and proposal templates
6
Training on the use of proposal software tools
7
Approval: Proposal Software Tool Usage
8
Assignment of a mentor for guidance
9
Understanding the proposal evaluation criteria
10
Introduction to company clients and technology partners
11
Training on understanding and responding to RFPs
12
Review of the company's product specifications and pricing
13
Discussion about the management of proposal submission deadlines
14
Training on the coordination with Sales, Engineering, and Support teams for proposal development
15
Understanding the process of proposal follow-ups
16
Approval: In-depth understanding of proposal process
17
Demonstration and practice of proposal drafting
18
Training on the application of project management principles in proposal development
19
Practice session for writing a sample proposal
20
Approval: Sample Proposal
21
Introduction to ongoing learning and development opportunities
Introduction to company and team
Introduce the new team member to the company and team. Provide information about the company's history, mission, values, and culture. Highlight key team members and departments. Discuss the team's role in delivering managed IT services.
1
Sales
2
Engineering
3
Support
4
Marketing
5
Operations
1
John Smith
2
Mary Johnson
3
Michael Davis
4
Emma Wilson
5
David Brown
Explanation of the company's IT services and products
Provide an overview of the company's IT services and products. Explain the value they provide to clients and how they align with current market trends. Discuss any unique selling points or competitive advantages the company has in the industry.
1
Cloud computing
2
Data backup and recovery
3
Network security
4
Managed print services
5
IT consulting
1
Healthcare
2
Finance
3
Education
4
Manufacturing
5
Retail
Introduction to proposal writing process
Familiarize the new team member with the proposal writing process. Explain the steps involved, from initial client contact to final proposal submission. Discuss the importance of clear and concise writing, attention to detail, and meeting deadlines.
1
Client needs assessment
2
Competitive analysis
3
Solution design
4
Cost estimation
5
Proposal formatting
Review of previous successful proposals
Study previous successful proposals to gain an understanding of the company's standards and best practices. Analyze the structure, writing style, visuals, and overall effectiveness of the proposals. Identify key elements that contributed to their success.
1
Executive summary
2
Solution overview
3
Implementation plan
4
Timeline
5
Budget
Study of company's style guide and proposal templates
Familiarize yourself with the company's style guide and proposal templates. Understand the preferred writing style, formatting guidelines, branding requirements, and visual elements used in the proposals. Review the different types of templates available and their intended use.
1
General services proposal
2
Specialized IT services proposal
3
Product implementation proposal
4
Maintenance and support proposal
5
Cloud computing solutions proposal
Training on the use of proposal software tools
Provide training on the use of proposal software tools used by the company. Familiarize the new team member with the features and functionalities of the tools, including document creation, collaboration, version control, and proposal tracking. Ensure the team member is comfortable using the software tools.
1
Microsoft Word
2
Google Docs
3
Adobe Acrobat
4
Proposal software
5
Project management software
Approval: Proposal Software Tool Usage
Will be submitted for approval:
Training on the use of proposal software tools
Will be submitted
Assignment of a mentor for guidance
Assign a mentor to the new team member to provide guidance and support throughout their onboarding process. The mentor should be an experienced proposal writer who can share best practices, answer questions, and provide feedback on the team member's work.
Understanding the proposal evaluation criteria
Explain the proposal evaluation criteria used by the company. Discuss the key factors considered when evaluating proposals, such as clarity of writing, alignment with client needs, feasibility of implementation, and cost-effectiveness. Provide examples of how the evaluation criteria are applied in practice.
1
Technical expertise
2
Innovation
3
Client references
4
Price competitiveness
5
Delivery timeline
Introduction to company clients and technology partners
Introduce the new team member to the company's clients and technology partners. Provide an overview of the key clients the company works with, their industries, and the IT services provided. Discuss the importance of building strong relationships with clients and technology partners for proposal development.
1
Client A
2
Client B
3
Client C
4
Technology Partner X
5
Technology Partner Y
Training on understanding and responding to RFPs
Provide training on understanding and responding to Requests for Proposals (RFPs). Explain the purpose of RFPs, the key elements to look for, and the process of crafting a winning proposal in response to an RFP. Discuss the importance of thorough research and tailoring proposals to meet client requirements.
1
Analyze client requirements
2
Identify proposal team members
3
Develop proposal outline
4
Write proposal content
5
Review and edit proposal
Review of the company's product specifications and pricing
Review the company's product specifications and pricing to gain a thorough understanding of the offerings. Analyze the features and benefits of the products, their technical specifications, and pricing models. Familiarize yourself with any pricing tools or calculators used by the company.
1
Product A
2
Product B
3
Product C
4
Product D
5
Product E
Discussion about the management of proposal submission deadlines
Discuss the importance of meeting proposal submission deadlines and the consequences of missing them. Review the company's procedures for managing proposal submission deadlines, including assigning responsibility, setting milestones, and monitoring progress. Identify potential challenges and establish strategies for meeting deadlines.
1
Limited resources
2
Complex project requirements
3
Multiple concurrent proposals
4
Dependencies on external stakeholders
5
Changing client requirements
Training on the coordination with Sales, Engineering, and Support teams for proposal development
Provide training on coordinating with Sales, Engineering, and Support teams for proposal development. Explain the roles and responsibilities of each team during the proposal development process. Emphasize the importance of effective communication, collaboration, and coordination to ensure proposal success.
1
Sales team
2
Engineering team
3
Support team
4
Marketing team
5
Project management team
Understanding the process of proposal follow-ups
Explain the process of proposal follow-ups to the new team member. Discuss the importance of timely follow-ups, the different methods of follow-up (e.g., phone calls, emails, meetings), and the purpose of each follow-up. Provide examples of successful follow-ups and their impact on proposal outcomes.
1
Phone calls
2
Emails
3
Meetings
4
Site visits
5
Demonstrations
Approval: In-depth understanding of proposal process
Will be submitted for approval:
Understanding the proposal evaluation criteria
Will be submitted
Introduction to company clients and technology partners
Will be submitted
Training on understanding and responding to RFPs
Will be submitted
Review of the company's product specifications and pricing
Will be submitted
Discussion about the management of proposal submission deadlines
Will be submitted
Training on the coordination with Sales, Engineering, and Support teams for proposal development
Will be submitted
Understanding the process of proposal follow-ups
Will be submitted
Demonstration and practice of proposal drafting
Demonstrate the process of proposal drafting to the new team member. Walk them through the steps involved in structuring and writing a proposal. Provide examples of well-written proposals from the company's portfolio. Allow the team member to practice drafting a proposal under guidance and provide feedback for improvement.
1
IT infrastructure upgrade
2
Network security implementation
3
Cloud migration
4
Managed print services
5
Software development
Training on the application of project management principles in proposal development
Provide training on the application of project management principles in proposal development. Discuss the key project management concepts, such as scope definition, resource allocation, risk management, and timeline estimation. Illustrate how these principles can enhance proposal planning, execution, and control.
1
Scope definition
2
Resource allocation
3
Risk management
4
Timeline estimation
5
Quality control
Practice session for writing a sample proposal
Conduct a practice session for the new team member to write a sample proposal. Provide a fictional scenario or use a previous proposal as a basis. Allow sufficient time for the team member to draft the proposal and provide feedback for improvement. Emphasize the importance of aligning the proposal with client needs, addressing pain points, and differentiating the company from competitors.
1
Executive summary
2
Solution overview
3
Implementation plan
4
Timeline
5
Pricing
Approval: Sample Proposal
Will be submitted for approval:
Practice session for writing a sample proposal
Will be submitted
Introduction to ongoing learning and development opportunities
Introduce the new team member to ongoing learning and development opportunities in the field of proposal writing and managed IT services. Discuss the importance of continuous improvement, staying updated with industry trends, and engaging in professional development activities. Provide information about relevant training programs, webinars, conferences, and resources available to enhance skills and knowledge.
