The Sales Proposal Process
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Proposal Roles
1. Business Liaison
- Performs market research of client to gain insights
- Defines high level cost targets
2. Proposal PM
- Sets up proposal structures
- Leads daily scrum
- Manages proposal resources
3. Tech Lead
- Reads full RFP and appendices
- Fills out analysis document
- Solutions architecture
- Develops outline of how to respond / key points
- Estimates that track hours for the proposed solution
- Identifies organizational gaps for delivering solution (services)
- Proposes a set of roles for delivering solution
4. SME
- Analyze specific sections aligned with their expertise
- Write or review parts of the proposal response
5. Author
- Reviews select sections of RFP and appendices as needed
- Writes sections of the outline
6. Reviewer
- Reviews estimates
- Reviews writing for strategy
7. Compliance Lead
- Analyzes proposal needs for compliance
- Reviews compliance needs for proposal