Capture Management Training Class

"Getting ready to win - over and over again"

This class is for people who will be deeply involved in the Capture Management process. The class presents a detailed capture process and provides instruction on how to effectively develop new business opportunities to position for a winning proposal effort. A Capture Record template is used to organize the presentation, and is made available to each participant. Class can be taken by experienced capture managers or individuals who are going to become capture managers.

TOPICS

Market analysis - where should you go to sell your services
Building a relationship before the opportunity
How to know which opportunity is yours
The seven components of the Capture Record

1. Opportunity Data
- Identifying what the customer needs, and what the customer wants
- Building a background data library
- Who is the competition
2.Putting together your Capture Team
3. Understanding the Customer
- Who are the players
- The two types of hot-buttons
- Your language - their language
4. Strength to Win
- Strengths and discriminators
- Developing solutions and influencing the needs
- Black Hats and Ghosting
- Developing your team
- Price to win
5. Support to Win
- Which past performance to use
- What else will help - proof of goodness
6. Capture Execution
- Call plans
- Marketing plans
- Administrative trivia that counts
7. Planning your proposal

This Training may be Combined with the Proposal Management Training
Wednesday, March 5, 2014 | 8:00AM to 4:00PM

Speaker and Presenter Information

ALBERT PINES, LEAD INSTRUCTOR - Mr. Pines has worked in marketing, competitive business development, proposal management and orals coaching for more than 30 years. His experience covers a wide spectrum of US government agencies and numerous Fortune 1000 and multi-national corporations, including governmental and private enterprises in Canada, Europe, Asia and Australia.

Relevant Government Agencies

Air Force, Army, Navy & Marine Corps, Intelligence Agencies, DOD & Military, Office of the President (includes OMB), Dept of Agriculture, Dept of Commerce, Dept of Education, Dept of Energy, Dept of Health & Human Services, Dept of Homeland Security, Dept of Housing & Urban Development, Dept of the Interior, Dept of Justice, Dept of Labor, Dept of State, Dept of Transportation, Dept of Treasury, Dept of Veterans Affairs, EPA, GSA, USPS, SSA, NASA, Other Federal Agencies, Legislative Agencies (GAO, GPO, LOC, etc.), Judicial Branch Agencies, State Government, County Government, City Government, Municipal Government, CIA, FEMA, Office of Personnel Management, Coast Guard, National Institutes of Health, FAA, Census Bureau, USAID, National Guard Association, EEOC