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Foundations of Capture Management

June 19, 2018 - June 20, 2018

StrategyYour chances of winning Government proposals without capture are the same as cutting classes during the semester and hoping to get an A on the final exam.

Foundations of Capture Management course will arm you with real knowledge and tools you can apply immediately to capturing contracts and dramatically improving your odds of winning.

Master techniques for customer engagement, intelligence gathering, win strategy development, competitive analysis, teaming, solution development, and more. This is an interactive 2-day workshop that is 50 percent lecture, 40 percent exercises, and 10 percent discussion. It will teach you real skills to raise win probability of the Government contracts you pursue.

Location: Metro Park North Business Center, 7361 Calhoun Place, Suite 560, Rockville, MD 20855 (check our Visitor Guide for location details, driving directions, nearby hotels and restaurants, and more).

Course completion: By attending this class, you will receive 3 CEUs towards your APMP accreditation, or 3 PDUs towards your PMP. At the end of this course you will get a Certificate of Completion.

Who should attend this course: Proposal department directors, company executives and senior managers, capture managers, proposal managers, business developers, business owners, project personnel.

Course materials: Course workbook, handouts, templates, forms, and checklists.

Professional certification: This is a Core Curriculum Course that provides 2 units (2-days) towards Bid&Proposal Academy certification program for proposal professionals. To learn more about the program or enroll: www.ostglobalsolutions.com/certification

The experts who teach 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 to our students. Our instructors can answer tough questions as they come up during the course. They can also tailor the material to their students’ specific challenges, and share their experience based on the most current realities. Check our instructor’s bios.

Registration and Fees

For team discounts please change quantity of attendees at the checkout and click “Recalculate” to get the discount. Register 3 weeks before class date and receive $100 off per attendee as an EARLYBIRD discount!

  • $1390 per one attendee ($1290 if registered 3 weeks before class date).
  • $1250 per attendee when registering a team of 3 or more ($1150 if registered 3 weeks before class date), discounts apply at the checkout.

Seating is limited. Do not delay registering.

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Cancellations and rescheduling policy: Cancellation notification must be received 10 business days prior to the training date. Upon notification, your registration fee will be refunded less a $100 non-refundable processing fee. Any cancellations beyond the 10 business days are non-refundable, but the course fee can be applied towards another training course, webinar, or an OST Global Solutions training product. No refunds will be made for the cancellation of a rescheduled course. Attendee substitutions may be made at any time. Payment must be received prior to the course date. No-shows are liable for the full class fee.

For additional questions please call 301-384-3350 during normal business hours. If you’d like to pay by invoice please send an email to service@ostglobalsolutions.com (NOTE: the payment must be received prior to the course start date).

Would you like to take this class remotely? We have webcasting capability. Please send us an email at service@ostglobalsolutions.com if you’d like to attend a class via live webcast The date and time will be the same as the classroom training.

Testimonials

“Thank you for the terrific class on Capture. I can honestly say that prior to your training I had no understanding of the concept or process of Capture, and now I have far greater understanding and value to the next company I join. My previous company was a small firm that approached Business Development as reactionary after the RFP was published and I saw firsthand how that approach was akin to rolling the dice and seeing what comes up. I will certainly take more of your courses and build upon the knowledge that you have helped me develop.”

Richard Krafsig, Business Development at Abacus-N-Bytes, TCS Associates

“We had been successful using a reactive approach to business development but realize that in today’s competitive environment we must be proactive in our approach to growing our company. This course presented the necessary tools to developing a long-term strategy to capturing the data to increase our proposal win ratio.”

Robert Manigault, President at Magnum Opus Technologies, Inc.

 “I have been in Government Business support for 26 years. I have worked in small and large companies and small companies we took to large. I have worked at every level of BD and know the discipline very well. This class was very good and I learned new approaches to capture. It further emphasized the importance of good capture management. Marina Goren is a professional of the discipline and has an outstanding command of the capture management process. Excellent training.”

Ken Noland, Senior Capture Manager at Yulista Holding, LLC

 

Learning Objectives

Upon course completion, the participants will have learned and be able to put into practice:

  • Understanding where capture fits in the business development lifecycle.
  • Identifying six types of decision makers and developing relationships with the customer.
  • Preparing customer profile and contact plan.
  • Collecting the opportunity intelligence in ethical ways and analyzing it for applicability to the capture effort.
  • Developing a capture plan.
  • Developing a win strategy and compelling win themes.
  • Identifying top competitors and performing competitive analysis.
  • Identifying and vetting potential teammates.
  • Postulating the requirements before RFP issuance.
  • Developing Concept of Operations (CONOPS) and solution sets for proposal sections.
  • Staging capture materials for proposal.
  • Preparing a proposal plan and capture schedule.
  • Organizing the capture team.

Course Curriculum

Day 1 highlights

Module 1: Introduction
– Introductions and learning objectives.
– Introduction to capture and overview of the capture process to offer you a big-picture perspective.
– Overview of the class project.

Module 2: Customer Engagement
– How to create relationships and customer contact plans with your Government customers.
– Four key tasks for interfacing and building relationships with Government customers.
– Understanding how your customer buys and using information to gain an edge.
– How to identify six key types of Government buyers and buying influences and what they want.
– Customer contact plan for marketing, information gathering, and influencing.
– Rules of interfacing with Government personnel that you don’t want to break.
– 20 questions for gathering information from the customer during a visit.
Exercise: Identify customers and their key goals from business development inputs. Create a customer profile and draft contact plan.

Module 3: How to gather actionable intelligence – since the best-informed wins
– Ethics of intelligence gathering and how to avoid legal repercussions that may cost you your business.
– How to collect intelligence during Government site visits, proposal conferences, and industry days.
– The most useful capture research databases and other online resources.
– How to analyze opportunity history.
– Purposes and key components of a capture plan.
– How to develop a capture plan.
Exercise: Development of a draft capture plan.

Module 4: How to develop a great win strategy and win themes to prepare you to finish on top
– Definition of a win strategy.
– How to develop a viable win strategy.
– How to devise top-level actions that create a winning offer.
– How win strategy is related to win themes.
– Three types of win themes.
– How to develop powerful proposal-level and section-level win themes that drive strategy.
Exercise: Identify win strategies and action items.

Day 2 highlights

Module 5: How to analyze your competition
– Techniques for identifying competitors and their likely strategies.
– What information to collect on your competitors.
– Where to find information on your competitors ethically.
– Relationship between competitive analysis, teaming, and other aspects of capture.
Exercise: Identify top competitors and perform competitive analysis. Update capture plan.

Module 6: Teaming
– How to choose and engage the right companies to create a team that compels the customer to select you
– How to decide when it is beneficial to team and when it is not.
– Teaming strategies pros and cons.
– How to decide between priming, subcontracting, joint venture, or a contractor teaming agreement (CTA).
– How to allocate scope between teammates.
– Where to find teammates.
– How to select and vet teammates that will contribute to your win.
Exercise: Identify potential teammates and update capture plan.

Module 7: How to develop the solution pre- and post– draft RFP that will wow your customer
– Overview of solution development.
– Typical problems with solution development.
– How to postulate the requirements.
– Concept of Operations (CONOPS) development techniques.
– Developing solution sets for proposal sections.
– Staging capture materials for proposal use.
– Preparing a proposal plan.
Exercise: Develop a solution for a proposal segment and document in a capture plan.

Module 8: How to manage your capture effort effectively while conserving your resources
– Sequence of capture steps and decision gates, and how they line up to the Government acquisition process.
– How to develop an effective capture schedule that conserves your resources but enables you to prepare well.
– How to organize your capture team.
Exercise: Develop a capture schedule.

Module 9: Summary and recap.

Details

Start:
June 19, 2018
End:
June 20, 2018
Event Category: