Testing how this will look
Testimonials
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.