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Foundations of Proposal Management
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 toolbox of the most sophisticated best practices-based techniques and tools for every step of the way.

It is an interactive 2-day workshop that is 50 percent lecture, 40 percent exercises, and 10 percent discussion. It is built around a hands-on proposal development simulation exercise to practice and discuss each step of the proposal process.

The people who will benefit from this course are:

  •  Those who are new to proposals, those who come from the commercial proposal world, and those who are just starting to get their arms around Government proposal management. 
  •  Those who have written many proposals and have gotten the glorified “OJT” (on-the-job training) but wonder if there is a better way to do their work better, faster, and more efficiently as well as how to win more. 
  •  Those who got training years ago and want to refresh their skills and become proficient in the latest best practices. 
  •  Those who are interested in a repeatable toolset that will enable them to avoid starting each proposal from scratch. 
  •  Those interested in producing higher quality Government proposals while using fewer resources.
Foundations of RFP Management
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:
Course Curriculum
Day 1 Highlights
Module 1: Introduction
  • Introductions and learning objectives.
  •  Introduction to proposal management and overview of the business development process to provide a big-picture perspective. 
  •  Overview of the class project.
Module 2: Proposal Process
  • Why most proposals don’t win and what to do to win – and the most important component that makes it win or lose.
  •  OST’s six-phase proposal process to streamline and organize the proposal development effort. 
  • Discussion: Proposal process observations
Module 3: Requirements Analysis
  • How to read Government RFPs correctly to understand exactly what the Government is looking for.
  •  How to parse the RFP to develop a checklist for a fully compliant proposal. 
  • Exercise: Analyze and parse the RFP to create a compliance checklist.
Module 4: Outlining and Story boards
  • How to create compliant proposal outline that helps get the highest score.
  •  How to create an annotated outline. 
  •  When to use annotated outlines as opposed to story boards. 
  •  How to develop story boards or writers’ work packages that help transition easily from brainstorming to the first draft. 
  • Exercise: Create a work package with an annotated outline.
Day 2 Highlights
Module 5: Developing a Proposal Plan
  • How to create a proposal schedule that will result in an error-free set of proposal documents.
  •  How to develop a realistic proposal plan. 
  •  How to develop a proposal organization structure with roles and responsibilities. 
  •  Assigning proposal sections. 
  • Exercise: Plan your proposal to develop a realistic proposal schedule.
Module 6: Conducting a Productive Kickoff Session
  • How to jump-start your proposal the right way by preparing for and reaching nine all-important Kickoff goals.
  •  Preparing Kickoff Materials. 
  •  Planning for the Kickoff. 
  • Exercise: Prepare the draft Kickoff Brief for the practice proposal.
Module 7: Managing the Proposal Day-to-Day
  • How to manage a proposal team effectively on a daily basis.
  •  Issuing data calls. 
  •  Tracking proposal section status. 
  •  Managing proposal document workflow and configuration control. 
  •  Challenges of managing a virtual proposal team. 
  •  Resources for getting non-professional writers to produce better proposal sections and graphics. 
  • Discussion: Day-to-day proposal management techniques.
Module 8: Conducting Effective Proposal Reviews
  • How to run effective proposal reviews.
  •  Types of proposal reviews. 
  •  Planning for and conducting a Pink Team. 
  •  Planning for and facilitating a Red Team. 
  •  Gold Team standards. 
  •  Other types of reviews that may be helpful to your team. 
  •  Review forms, inputs, and outputs. 
  •  Review recovery effort. 
  • Exercise: Review a proposal section for compliance and content; score the section and prepare recommendations.
Module 9: Producing and Delivering the Proposal
  • What you need to complete prior to delivery.
  •  How to determine production requirements. 
  •  How to estimate the binder size and create tabs. 
  •  Proposal cover, spine, and back requirements. 
  •  Communicating and collaborating with the production team. 
  •  How to polish, print, check, and deliver your proposal on time. 
  •  Confirming delivery. 
  • Exercise: Develop a proposal production and delivery plan.
Module 10: Summary and Recap.
Learning Objectives
Upon course completion, the participants will have learned and be able to put into practice:
  • Understanding where proposal management fits in the business development lifecycle.
  •  Understanding what it takes to win proposals. 
  •  Understanding process-based approach to proposal management. 
  •  Analyzing Request for Proposal (RFP) requirements. 
  •  Parsing the RFP to create requirements checklists. 
  •  Creating work packages with an annotated outline. 
  •  Developing a proposal schedule. 
  •  Creating a realistic proposal plan. 
  •  Issuing assignments. 
  •  Integrating cost proposal activities with the technical proposal development. 
  •  Preparing for and conducting a productive Kickoff meeting. 
  •  Managing a proposal day-to-day. 
  •  Conducting effective Pink and Red Teams, and other types of proposal reviews. 
  •  Producing and delivering a compliant proposal before the deadline.
This course is worth every cent and every minute. For me this is a great conduit to what is out there in terms of Government contracting. A lot of information packed into a day’s class but every slide is useful and relevant. Strongly recommended.”
Summant Kapoor
Radiant Info Tech
“I have two years of experience with proposals while assigned to USSTRATCOM. Being a BD course and not a “capture” course I was surprised by how much I didn’t know about how much information is available for companies. This will make me more aware of how much we need to look in the mirror and square away our own program before submitting proposals to capture business. Excellent course.”
Ron Candiloro
Senior Tactical Systems Analyst
Tactical Air Support, Inc.
“Being new to the industry, this course has allowed me to learn the process, understand the process, and have a clear road map what to do to be successful. I will return for advanced materials and recommend this service to anyone with gaps in their business structure or strategy.”
Emilio Lopez
Vice President
Foundations of Proposal Management
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.
$1390 per one attendee
$1250 per attendee when registering a team of 3 or more
Register for an Upcoming Class
Seating is limited. Do not delay registering.
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 (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 if you’d like to attend a class via live webcast. The date and time will be the same as the classroom training.
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