2. APMP BID & PROPOSAL CON 2015 | PAGE * Pre-mortem to Post-mortem: 9 Critical Steps to Creating a Killer Kickoff Meeting Chris Sant | chrissant.com

3. APMP BID & PROPOSAL CON 2015 | PAGE * Ugh. Meetings.

4. APMP BID & PROPOSAL CON 2015 | PAGE * But wait! Meetings have their good sides: "We meet because people holding different jobs have to cooperate to get a specific task done. We meet because the knowledge and experience needed in a specific situation are not available in one head, but have to be pieced together out of the knowledge and experience of several people." - Peter Drucker

5. APMP BID & PROPOSAL CON 2015 | PAGE * In fact… This talk will show you how to piece your team’s knowledge and experience together to make your proposal: More than 30% more responsive to the RFP More profitable by an average of $15,000 every time you submit a proposal

6. APMP BID & PROPOSAL CON 2015 | PAGE * What's the best time of day for a kickoff meeting?

7. APMP BID & PROPOSAL CON 2015 | PAGE * B - Background E - Empower to change S - Seven questions T - Team WIN strategy @ - Cognitive web/mind map P - Pre-mortem P - Projects P - Post-mortem M - Memorialize It's BEST @ 3PM

8. APMP BID & PROPOSAL CON 2015 | PAGE * Background Nature and scope Nature and scope Why is this a “Bid”? Why is this a “Bid”? Why is it important to win? Why is it important to win? What’s the customer’s situation? What’s the customer’s situation? Previous relationships with customer Previous relationships with customer

9. APMP BID & PROPOSAL CON 2015 | PAGE * Empower your people Invite the right people Invite the right people Reassure them Reassure them Solicit opinions Solicit opinions

10. APMP BID & PROPOSAL CON 2015 | PAGE * Research I’ve done shows that, if your proposal: is generic, persuasiveness decreases by 35% explains how features relate to the customer, persuasiveness increases by 48% –Even with the fewest features! Now focus on the customer

11. APMP BID & PROPOSAL CON 2015 | PAGE * 1.What is the customer’s problem or issue? 2.Why does it matter? 3.What does the customer seek in terms of outcomes? 4.Which outcome matters the most to the customer? 5.What are your solution options? 6.Which is the best fit? 7.Why are you the right choice? Seven questions

12. APMP BID & PROPOSAL CON 2015 | PAGE * Team WIN strategy W – What's I – Important to them N – Now?

13. APMP BID & PROPOSAL CON 2015 | PAGE * The 3M of your WIN strategy M – Most pressing needs M – Meet those needs M – Maximize score

14. APMP BID & PROPOSAL CON 2015 | PAGE * @=Cognitive web/mind map

15. APMP BID & PROPOSAL CON 2015 | PAGE * Pre-mortem

16. APMP BID & PROPOSAL CON 2015 | PAGE * Your spaceship has just crashed on the moon. You were scheduled to rendezvous with a mother ship 200 miles away on the lighted surface of the moon, but the rough landing has ruined your ship and destroyed all the equipment on board except for the 10 items listed on the next slide. Your crew's survival depends on reaching the mother ship, so you must choose the most critical items available for the 200-mile trip. Your task is to rank the 10 items in terms of their importance for survival. Number 1 is the most important item and number 10 is the least important. Lost on the moon

17. APMP BID & PROPOSAL CON 2015 | PAGE * a) Food concentrate b) Solar portable heating unit c) Box of matches d) Two.45­caliber pistols e) Two 100-pound tanks of oxygen f) Stellar map (of moon's constellations) g) Magnetic compass h) 5 gallons of water i) First-aid kit with injection needles j) Solar-powered FM receiver- transmitter

18. APMP BID & PROPOSAL CON 2015 | PAGE * Better outcomes...but also... Overconfidence Being less willing to listen to different points of view Collaboration leads to...

19. APMP BID & PROPOSAL CON 2015 | PAGE * Break through groupthink

20. APMP BID & PROPOSAL CON 2015 | PAGE * 1.Prepare your team 2.Imagine a catastrophe 3.Generate reasons for failure 4.Consolidate ideas 5.Address biggest newly identified concerns 6.Periodically review and update the list The standard pre-mortem

21. APMP BID & PROPOSAL CON 2015 | PAGE * Identify major risks to proposal The result of a pre-mortem?

22. APMP BID & PROPOSAL CON 2015 | PAGE * But Step 5 is problematic

23. APMP BID & PROPOSAL CON 2015 | PAGE * So you combine it with a betting market

24. APMP BID & PROPOSAL CON 2015 | PAGE * 1.Give team members casino chips 2.Assume proposal was a catastrophe 3.Make each person anonymously contribute reasons 4.Brainstorm additional reasons 5.List reasons on board and put opaque cup under each one 6.Everybody bets anonymously on most likely reasons 7.Register the bets and address reasons in order of most bets 8.Systematically re-evaluate during the proposal process The GAMBLERS pre-mortem

25. APMP BID & PROPOSAL CON 2015 | PAGE * Identify major risks to proposal Properly judge likelihood of risks Properly judge impact of risks Identify which risks to mitigate The result of a GAMBLERS pre-mortem?

26. APMP BID & PROPOSAL CON 2015 | PAGE * Projects

27. APMP BID & PROPOSAL CON 2015 | PAGE * Post-mortem

28. APMP BID & PROPOSAL CON 2015 | PAGE * Memorialize

29. APMP BID & PROPOSAL CON 2015 | PAGE * a) Food concentrate (4) b) Solar portable heating unit (8) c) Box of matches (10) d) Two.45­caliber pistols (7) e) Two tanks of oxygen (1) How NASA rates them f) Stellar map (3) g) Magnetic compass (9) h) 5 gallons of water (2) i) First-aid kit with injection needles (6) j) Solar-powered FM receiver- transmitter (5)

30. APMP BID & PROPOSAL CON 2015 | PAGE * Questions

31. APMP BID & PROPOSAL CON 2015 | PAGE * Chris Sant Founder and President Christopher Sant Consulting chris@chrissant.com chrissant.com Contact Us APMP PO Box 77272 Washington, DC 20013-7272 Phone: +1 - (202) 450-2549 www.apmp.org