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 matrices, and preparing storyboards or work packages correctly. It begins with analyzing different types of Requests for Proposal (RFP) and Requests for Quote (RFQ) formats to show how various customers organize their requirements.
This course is available in a fully self-paced online format, allowing you to learn anytime and anywhere. To learn more click here.
A great outline reduces stress and rework during the proposal development process. It helps direct the authors and integrate the proposal from the start. The course delves into when the use of storyboards (or writers’ work packages) is more appropriate than annotated outlines, and vice versa. It shows how to develop storyboards the right way, avoiding the typical problems companies face with storyboard development.
This course is for professionals in Proposal Management, Proposal Writing, and Proposal Coordination. It teaches essential skills in annotated outlines and storyboard development. Learners explore the outlining topic in greater depth than in our Foundations of Proposal Management and Writing Persuasive Federal Proposals courses.
It addresses common challenges for proposal practitioners through individual and guided practice exercises, helping you apply new skills directly in a “learn by doing” format. The course focuses on the nuances of outline and storyboard development that distinguish true proposal professionals.
This interactive self-paced course combines video instruction, real-world examples, and exercises designed to simulate hands-on practice, ensuring you gain the same depth of understanding once offered in our live workshops.
The experts who created our business development, capture, and proposal training are highly experienced, currently practicing proposal professionals whose years of successful experience in Government acquisition and training allow them to offer valuable insights. Through the course materials, they address specific challenges, share proven techniques, and bring you practical examples based on current industry realities. Check our instructors’ bios on our About Us page.
Course Curriculum
Learning Objectives:
Upon course completion, the participants will have learned and be able to put into practice:
Understanding how properly annotated outlines help reduce stress in proposals and get a higher score with evaluators
Navigating different types of RFX structures like a professional
Mastering the techniques for structuring proposal outlines correctly
Setting up compliance matrixes
Developing cross-reference matrixes
Developing compliance checklists
Allocating the page count correctly
Developing effective resumes and past performance templates
Setting up outlines for business and cost volumes
Creating useful annotations to guide the authors
Incorporating proposal mock-up elements into the outline
Incorporating section flow into the outline
Reviewing and refining the outline
Issuing assignments to the authors using an annotated outline
Navigating through the pros and cons of working with storyboards and writers’ work packages
Deciding when to use storyboards
Setting up the storyboards correctly for the writers to eliminate typical storyboard breakdowns
Module 1: Introduction
Introductions and learning objectives
Overview of where outlining and storyboarding fit within the proposal process
How annotated outlines help reduce stress in proposals and get a higher score with evaluators
Module 2: Navigating RFPs and RFQs
How to read an RFP or RFQ
Different types of RFX structures (including Task Order RFPs), and how to navigate them successfully
How to decide what sections are important for compliant outlining and what sections are part of a contractual document and therefore don’t require proposal mention.
Exercise: Identify sections pertinent to outlining in different types of RFPs and RFQs.
Module 3: Structuring Proposal Outlines
Techniques for structuring proposal outlines correctly
Sources of information and degrees of their reliability.
Proposal outlines hierarchy
Telling a story while remaining compliant
Deciding on the outline structure
Allocating page counts correctly
Exercise: Decide on the top-level outline structure for a practice proposal.
Module 4: Ensuring Compliance
The difference between compliance matrixes, cross-reference matrixes, and compliance checklists, and how to use each one correctly
Other techniques for showing compliance in a proposal document
How to set up a compliance matrix
How to develop a cross-reference matrix
How to develop a compliance checklist
Exercise: Develop a cross-reference matrix for the practice proposal.
Module 5: Developing Resume and Past Performance Templates and Other Volumes
How to develop effective resume templates
How to design compliant and compelling past performance templates
Setting up outlines for business volume
Setting up outlines for the cost volume
Exercise: Set up a past performance template, resume template, and business volume outline for the practice proposal.
Module 6: Transforming the Topical Proposal Outline into an Annotated Outline
Creating useful annotations to guide the authors
Incorporating proposal mock-up elements into the outline
Incorporating section flow into the outline
Reviewing and refining the outline
Issuing assignments to the authors using an annotated outline
Exercise: Annotate the practice proposal outline.
Module 7: Creating Proposal Storyboards and Work Packages
The pros and cons of working with storyboards and writers’ work packages
Deciding when to use storyboards
Setting up the storyboards correctly for the writers to eliminate typical storyboard breakdowns
Exercise: Create a writer’s work package for the practice proposal.
Module 8: Summary and Recap
Meet Your Instructor
Olessia Smotrova, CF.APMP Fellow
Olessia has more than 25 years of experience in business development. She led winning bids for four out of the top five Government contractors, winning more than $26 billion over the course of her career in single award contracts. She is an AI developer and strategist, pioneering the use of generative AI in Government contracting. She has created and implemented AI tools for business development processes, proposal strategy formulation, and competitive analysis. She is an AI super-user and thought leader in the practical application of generative AI in synthesizing complex data, generating innovative solutions, and driving decision-making in high-stakes Government BD environments.
She is the author of the book How to Get Government Contracts: Have a Slice of $1 Trillion Pie and seven other books. She has taught a graduate course for the Stevens Institute of Technology, and she provided training to Treasury and NASA. She has served for 2 years as the President of the National Contracts Management Association (NCMA) Bethesda/Medical Chapter and for 2 years as the President of the Association of Proposal Management Professionals (APMP) National Capital Area Chapter.
Olessia is recognized as an APMP Fellow for her contributions to the field of capture and proposals – the highest honor in the business development profession. Her skills span every aspect of business development, sales, and marketing. Prior to supporting Fortune 500 companies and small businesses as a proposal consultant and growing OST, she worked as a business developer for Raytheon and Lockheed Martin and wrote for the Financial Times of London.
Student Reviews
Anthony Needam
12/10/2024
This was new to me. It was very I formative. We received our packets late. I was not aware of how interactive this would be.
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Nao Gamo
11/07/2024
I highly recommend the "MASTER AI TO ENHANCE BD, CAPTURE AND PROPOSAL PROCESSES" course! Not just a high-level overview of AI and its capabilities, the course is full of practical tips that you can apply immediately. All the courses I have taken with OST Global Solutions have been well worth it!!
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Francisca Celmer
11/07/2024
The "Master AI to Enhanced BD, Capture, and Proposal Processes" class given by OST Global Solutions was truly outstanding. The instructor was incredibly knowledgeable and engaging. She made the material easy to understand and directly applicable. I highly recommend this class.
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Francisca Hep
11/07/2024
The "Master AI to Enhanced BD, Capture, and Proposal Processes" class given by OST Global Solutions was truly outstanding. The instructor was incredibly knowledgeable and engaging. She made the material easy to understand and directly applicable. I highly recommend this class.
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Jay Yudof
11/06/2024
The BD and capture using AI course what is comprehensive and effectively taught.
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andre downey
11/06/2024
The class taught alot of useful information on ai & working it in to our proposal development process
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Lilliana Reyes
9/20/2024
Great course! Clear information and great pace.
The information was very helpful for someone getting started in the proposal world or someone just trying to learn how to easily transition from InDesign to Microsoft Word.
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Aislinn Berge
9/20/2024
Took the full day training on Desktop Publishing For Proposal Writing with Phillip Pettet. I learned so much! Phillip was fantastic at explaining things and gave lots of tips and tricks for using Word. Thank you!
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TC Phil
8/28/2024
I recently completed the year-long Business Development Apprenticeship with OST Global Solutions, Inc., and it exceeded my expectations! The program is comprehensive, covering BD, capture, proposal skills, and so much more. It’s clear that OST is the best in the business—they have addressed the real skill gap in this field.
Their curriculum, aligned with Department of Labor standards for Federal Government Business Development, is TOP-NOTCH and the first of its kind in the nation! The training was practical, directly applicable to our business, and provided the expertise needed to succeed in this competitive industry. I highly recommend this apprenticeship to anyone looking to advance their career in Business Development. I plan on taking many additional courses over the next few years as they continue to stay ahead of the curve. Thank you, OST!
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George Franz
6/13/2024
Great course from OST Global Solutions! Olessia's vast experience in this area shines through and the course is chocked full of tips, tactics, and information sources to consider to perform competitive analysis and determine price to win for opportunities.
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Tiffany & Jay Jackson
4/29/2024
I've taken multiple classes with Olessia of OST Global Solutions and the classes are always well-structured and informative. The lastest course on AI is phenomenal - highly recommend it if you're looking to enhance your BD, Capture, and Proposal processes via AI!
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LaKeisha Thomas
4/25/2024
Alexia was a very engaging instructor. The AI class was mind blowing! The capabilities using AI to assist with BD processes are endless. I'm looking forward to implementing all of these new tools.
