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September 2018

Foundations of Federal Business Development

September 27, 2018 - September 28, 2018

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 businesses, and how you can make the program serve…

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October 2018

Competitive Analysis: Black Hat and Price to Win (PTW)

October 11, 2018 - October 12, 2018

Black Hat and Price to Win (PTW) are the backbone of the competitive analysis, and are indispensable in the highly competitive world of winning government proposals. Many companies forego competitive analysis altogether, and cannot set effective and conscious pricing strategies. Many resort to a guessing game where they guess the salaries and rates or blindly accept target rates from a prime contractor, and face profitability and execution problems later. Since price is a core element of your offering, and outdoing…

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Proposal Graphics Conceptualization and Design Workshop

October 24, 2018 @ 9:00 am

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 publishers and even editors will benefit greatly from expanding their professional range and earning potential. This…

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Desktop Publishing for Proposal Professionals

October 26, 2018 @ 9:00 am - 5:00 pm

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 footers, and elements of design to ensure your document is attractive. It culminates in teaching…

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November 2018

Developing a Winning Cost Volume

November 7, 2018 - November 8, 2018

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 effectively and maximize your…

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Advanced Capture Management

November 13, 2018 - November 14, 2018

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 probability and mastermind the most effective win strategy using cutting edge techniques.  This course is for those who have…

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Winning Indefinite Delivery Vehicles and Task Order Proposals

November 27, 2018 - November 28, 2018

This course will help the attendees discover the secrets and the exact how-to recipes for winning and making money on the multiple award contract (MAC) vehicles. This class provides the essential knowledge to win MACs, otherwise referred to as Indefinite Delivery/Indefinite Quantity contracts (IDIQ), Government wide Acquisition Contracts (GWAC), Blanket Purchase Agreements (BPA), Multiple Award Task Order Contracts (MATOC), Indefinite Quantity Contracts (IQC), and others; and teaches you how to win task order proposals that follow. Learn how to win…

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Proposal Win Themes Development

November 30, 2018 @ 9:00 am - 5:00 pm

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 select your company. You will also acquire techniques…

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December 2018

Foundations of Capture Management

December 4, 2018 - December 5, 2018

Your 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…

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Foundations of Proposal Management

December 6, 2018 - December 7, 2018

The Foundations of Proposal Management course offers comprehensive skills in proposal management. The course begins with the Request for Proposal (RFP) requirements analysis. It then proceeds to proposal planning, outlining your document, and developing a proposal schedule. It also covers preparing for and conducting a Kickoff meeting to organize your proposal team, and guiding authors in developing proposal section content. The course then delves into managing your team, and running proposal reviews, debriefs, and production. This course offers a rich…

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