Proposal Risk Checklist

TOPIC

DONE /
ADDRESSED?

PREPARATION
Initiate Review
Confirm review objective and agenda
Assemble project working documents, including:
Proposal
Statement of Work
Acceptance Criteria
Standard Contract with financials
RFP (if available)
REVIEW
Resources

YES or NO

Have the key skills required for engagement been identified ?

Are the key skills required available or obtainable?
Will permanent staff fill key roles?
Have external contractor issues been worked through?
Has an appropriate account manager been allocated to the project?
Has an experienced project manager been identified?
Has training been conducted for the Project staff
People
Are staff resumes updated and in COMPANY'S standard format?
Have we built in the appropriate lead time to resolve visa issues?
Are corporate and local policies in place to address issues such as
staff movement, travel, expenses, compensatory time,
accommodation, etc.?
Will decent housing be available and is it arranged?
Are other terms and conditions within a bid addressed?
Capabilities
Are our capabilities well defined and accurate?
Can we deliver what we promise?
Do clients exist from whom we can get references?
Has appropriate COMPANY staff been identified and contacted?
Do we have the references permission to use their work as a
reference?
Finance
Was the corporate pricing spreadsheet utilized to produce estimate?
Have we included infrastructure components in the pricing (such as
computers, hardware, software, expenses/other direct costs, training,
tools, administrative costs)?
Does the appropriate staff know the required minimum gross
margins?
Does the appropriate staff know the standard rates?
Does the bid achieve the required minimum gross margin?

Yes
No

YES or NO

COMMENTS (If NO, provide comment)

FOLLOW-UP FOLLOW-UP
DATE
PERSON

Proposal Risk Checklist

Has the effort been costed to include sufficient system integration

effort and time, risk management and quality assurance?
Has the appropriate risk contingency been built into the bid?
Have payment terms been proposed?
Has Finance reviewed the proposal?
Legal
Are we using a COMPANY contract?
Does the proposal address assumptions and risk factors?
Is a process in place to define acceptance criteria?
Does an adequate and objective scope definition exist?
Are deliverables clearly defined and reasonable?
Are we willing to commit to performance thresholds?
Has the client agreed to a change management process?
Has Legal reviewed the proposal?
Has the Bid Leader worked with the prospect to establish a timeline
for contract review and finalization?
Reputation
Can we deliver the proposal (i.e., are we overselling)?
Is the work consistent with our strategy?
Quality
Has a quality review process been defined and followed?
Has an independent staff member reviewed the proposal?
Relationship
Is the executive sponsor committed to the proposal?
Are the decision makers known?
Process
Have we utilized our methods in the proposal?
Is a proposal process in place sufficient enough to support the effort?
Do we understand the evaluation process?
Do we understand the authorization process?
Management
Has a Bid Leader been established?
Has a proposal development plan been established?
Has Bid Leader contacted all individuals who will be involved in the
development and/or review of the proposal?
Has the appropriate sign-off process been followed?

Proposal Risk Checklist

Client Management
Have our expectations of our prospects been clearly communicated
(client participation in project, turnaround time for review and/or
acceptance, PCs, office space, desks, other required resources,
etc.)?
Have client productivity assumptions been established and agreed
with the client?
Technology
Is the client knowledgeable about IT?
Is the client knowledgeable about the technology proposed in the
solution?
Is the IT organization aligned with the business organization?
If response times are important to the prospect, has a test early
approach been established?
Are we familiar with all components of the development environment?
Has the impact of software and hardware upgrades been
incorporated into the proposal?
Have the risks of using/implementing new technology been
incorporated into the plan?
Business Environment
Have we addressed space, PC, cultural issues in prospects
environment?
Do we clearly understand the business benefits
(qualitative/quantitative) to the client?
ACTIONS AND FOLLOW UP
Identify & Define Problems & Solutions
New actual or potential issues and risks
Prioritization of issues and risks
Resolution and mitigation recommendations
Step out of the box and ask, Whats missing?
Solicit project managers self-assessment
Conclude Review
Review previous actions
Assign actions
Prepare review findings
Review and finalize findings
Prepare internal report (not optional)
Prepare client report (optional)
Obtain signoff
Schedule next review

YES or NO