Proposal Management Training

"Bringing home the opportunity"

This class is for people who are or will be proposal managers. It provides detailed instruction on the Design-iT proposal process, created to help you develop more intriguing, compelling proposals that distinguish you from the competition. The process addresses the complete proposal life-cycle from win strategy to final document creation, but with an emphasis on creative storytelling and stunning document presentation. Learn how to create winning proposals!

TOPICS

Overview of the Proposal Life-Cycle
Turning a Capture Record into a Win Strategy
Developing the Proposal Architecture - a map to the proposal structure and compliance
Appearance - cover to cover
Mapping and RFP - where to look and what to look for
Writers and page counts
Mapping the Win Strategy
Developing the Themes
Exercise in developing a Proposal Architecture
Building the Proposal Schedule
Effective Data Calls
Adding value to the Kick-Off meeting
Getting Your Team Ready
The Proposal Blueprint - everything you need to start writing
- Formulating the right structural questions
- Developing your graphical story
- Collecting your proof points and short stories
- Building your information elements
Framing - building the writers document
Color Team Reviews - how to make them useful
Writing Guidelines - what makes for good proposal writing
Engineering the Proposal - developing a proposal that presents well

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 skill-sets while 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 he is involved in acquisition evaluations, 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