In proposals, what are we selling?
Part of that answer is that we are selling EXPERIENCE. The Team Experience Matrix is a tool to assist us in organizing our team’s comprehensive relevant experience so we ensure to translate that to our proposals. Building a Team Experience Matrix forces the capture plan team to think about the varying needs, risks, and challenges of the project scope, and ensure our team has experience that covers those hot buttons.
The OPL is responsible for building out this spreadsheet with support from the other capture team members. The Marketing Lead will work with the OPL to identify various reports to be pulled from the Marketing database (Cosential). Reports can be specific to a region, client, delivery method, project value, staff involvement, and scope. Because the reports are exported in Excel, it is easy for the OPL to populate into the Team Experience Matrix.
Additionally, other Operations Team Members may provide input to the matrix and/or outside teaming partners may populate the spreadsheet with their experience so the OPL has a list of organized comprehensive team experience.
This spreadsheet is multifunctional and can be used to:
- Confirm we meet client minimum qualifications
- Identify experience with client and/or local experience
- Identify experience with client's engineer
- Identify experience with teaming partners
- Identify projects of relevant scope, size, complexity
- Experience strengths/weaknesses in relation to competition
- Preferred reference project
- Supplemental matrices for proof of team's qualifications
The team experience matrix
WE CAN CREATE EFFECTIVE PROPOSAL CONTENT AND IDENTIFY OUR MOST RELEVANT PROJECTS TO FEATURE
