It’s a given – price is the most important part of the offer. This is especially true in the days when Lowest Price Technically Acceptable (LPTA) rules, and even when it is a Best Value procurement, the lowest bidder will most likely get the award. Most companies, however, miss the most important elements of process and deliverable for the cost volume, and fail to shine in an area where they could dominate. Manage the cost volume e...

This course offers essential skills in professional business development. It begins with an overview of the Federal business development process and what it takes to succeed in the profession. It proceeds to the basics of doing business with the U.S. Government. It then focuses on the nuances of Government contracting that every business developer has to understand in order to win contracts, such as rules of the socioeconomic program for small...

This workshop offers valuable skills in win themes development as the most important element of proposal persuasion. The course walks you through the purpose of win themes and their building blocks. It then advances beyond the mere basics in order to explain everything needed to develop effective proposal win themes. It shows how to write win themes that are memorable and capable of influencing your customers so that they feel compelled to sel...

A compliant and high-scoring proposal starts with a well-thought-out outline. This course dives into the intricacies of developing proposal outlines, annotating these outlines, preparing compliance and cross-reference matrixes, and preparing storyboards or work packages the right way. It starts with analyzing different types of Requests for Proposal (RFP) and Requests for Quote (RFQ) formats to show how various customers may organize the requi...

Every proposal needs an editor to get it in the customer-ready shape. Unlike regular editing, however, proposal editing requires skills that normally take a long time to master by trial and error unless you take this course. It covers everything from developing the professional attributes of an editor, to estimating your workload correctly, figuring out the optimum workflow, integrating changes, and adding value to the content you’ve edi...

Masterfully facilitate brainstorming sessions such as Black Hats, Win Strategy, and CONOPS workshops; perform advanced competitive analysis; create advantageous teaming arrangements; apply formulas to solution development; and much more. The course also focuses on measuring and improving cost-efficiency and effectiveness of the capture team. This course takes capture management to the next level showcasing what does it take to maximize win pro...

This class covers the spectrum of the most important topics, from preparing for a proposal effort and making a bid-no-bid decision, to orchestrating a great proposal kickoff, driving subject matter experts to produce winning content, exhibiting superb leadership and management skills, optimizing proposal team performance, getting the most from the proposal color reviews, and mitigating proposal risks at every stage to reduce stress and increas...

This workshop teaches valuable skills in designing, laying out, and publishing proposals—presenting your company’s offer in the most professional light to the proposal evaluators. The course begins with a foundation in the tools and features MS Word offers to the desktop publisher, and shortcuts to increase speed and efficiency. The course advances into the selection of color palette and styles, tables of contents, headers and foot...

It is impossible to imagine modern sales and marketing without visual elements—and proposals are no different. Graphics serve as one of the most important proposal persuasion elements. Professional graphics artists are not the only ones who need to learn how to conceptualize and design persuasive proposal graphics. It also happens to be an indispensable skill for capture managers, proposal managers, and proposal writers. Desktop publishe...

It’s a given – price is the most important part of the offer. This is especially true in the days when Lowest Price Technically Acceptable (LPTA) rules, and even when it is a Best Value procurement, the lowest bidder will most likely get the award. Most companies, however, miss the most important elements of process and deliverable for the cost volume, and fail to shine in an area where they could dominate. Manage the cost volume e...