Capture Management Training

"Getting ready to win - over and over again"

The class presents a detailed capture process and provides instruction on how to effectively develop new business opportunities and position for a winning proposal effort. A Capture Record template is used to organize the presentation, and is made available to each participant.

The class can be taken by anyone involved in the capture process, or by those who must either oversee or support the process. It provides a practical process to follow with supporting tools, and teaches critical communications, intelligence gathering and marketing techniques that help you select the right opportunities to pursue and develop those opportunities into successful customer relationships.

TOPICS

What is Capture Management - the building blocks.
Market analysis - what does the Government marketplace look like today, where should you go to sell your services.
Market positioning - how to raise your market presence, and why it is critical to successful capture.
How to build customer relationships and how to know you are succeeding.
Planning and managing a pipeline - how to model your needs, track progress, and make good decisions along the way.
Analyzing pipeline opportunities to determine if they are worth pursuing - how to find data and score the opportunities, P-Win to Black Hat techniques.
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
  - Determining who the competition is
- 2.Putting together your Capture Team
  - What resources do you need, and when do you need them
  - Using advanced project planning for strategic advantage
- 3. Understanding the Customer
  - Who are the players, how to determine evaluation board members
  - Buyer-values to hot-buttons to mission, building the story
  - Your language - their language, it is critical
- 4. Strength to Win
  - Strengths and discriminators, what is the difference and how to use them
  - Developing solutions and influencing the customer's needs
  - Building Your Story - tag lines and storylines
  - Price to Compete - Price to Win - Price to Cost
- 5. Support to Win
  - Which past performance to use
  - What else will help - proof of goodness
- 6. Capture Execution
  - Call plans
  - Marketing plans
  - Coordination and status tracking
- 7. Planning your proposal

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. He has extensive experience with both military and civilian agencies having worked with hundreds of small and medium size businesses as well as seven of the 10 largest government contractors. His work has also involved support to numerous multi-national corporations, including governmental and private enterprises in Canada, Europe, Asia and Australia.

As a proposal/orals coach/manager he has developed proposal and presentation architectures and detailed win-strategy designs. He is a life-long student as well as coach in public speaking and presentation techniques, having studied and perfected these skills while working as an instructor in residence at the Philip Crosby Institute. He is the developer of the Design-iT™ proposal development process and authored the Design-iT Guide to Successful Competitive Orals .

As Managing Director of 90Degrees of Design, Mr. Pines is involved with the marketing, business development and proposal development operations for client firms serving commercial and federal government customers. During these engagements has been involved in company branding, market penetration planning, and capture strategies and proposal development for billions of dollars in contracts.

Expected Number of Attendees

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