In addition to our free Federal contracting training webinars and proposal development tools, we periodically offer live free webinars via webcast. Below are recordings of those that have already taken place. They run for 1 to 1.5 hour around lunchtime and are recorded to allow the students who missed a class to catch up. The format is designed to enhance your skills without disrupting your day’s work. Even more importantly, with this training format, you can apply the newly acquired skills immediately to the ongoing efforts and ask the instructor questions. See our proposal training schedule to check what webinars are coming up in the near future
Six Tips for Writing Proposals Faster
Everyone knows that if you don’t bid, you don’t win. There is much to be said about a thorough capture and bid-no-bid process, but companies that grow aggressively also write lots of proposals. If your goal is to submit more bids, then you must figure out how to write proposals faster. On this webinar, you will learn the following six tips on how to write faster and better proposals.
Waiting for RFPs? Now Is the Time to Fill Your Sales Pipeline
Watch this free, on-demand webinar to help build or rebuild your opportunties pipeline... the right way! You will learn: Where to find opportunities or grants that your business is uniquely equipped to win. Why you need to take a holistic approach to your BD sales pipeline. How to calculate the number of opportunities you should be on for maximum profitability.
You'll also receive a free copy of our Bid/No Bid Decision Framework and learn how this tool can quickly increase your pwin.
Post-Award Strategies for Winning Proposals
Whether you have won or lost the proposal, the fight is not over yet. You can snatch the victory out of the jaws of defeat if you play your cards right—or vice versa, if you miss some important steps and deadlines, and fail to devise a post-award winning strategy. This webinar focuses on requesting and obtaining a winning or losing debriefing and getting the most information from the customer. It addresses the federal government’s current practices concerning debriefings, as well as the NDAA 2018 changes that are on the horizon with regard to the debriefing practices. This webinar covers the details that may typically signal an option for a protest, and how this decision-making process may change in the future with the new laws. This session will also provide an action plan for when another offer or protests your award. Finally, this webinar closes with some best practices in positioning to win in the event a contract is re-competed because recycling your initial proposal is not always the best option.
Strategies for Winning Proposals After RFP Release and Proposal Submission
We have presented courses in the past on formulating your win strategy prior to the issuance of the solicitation during capture. Win themes are also important and help develop a more compelling proposal. This is the area of typical focus for companies that want to be more successful in winning business and has been covered in detail. We have not spent much time, however, on the nuance, considerations and thought processes that go into winning after the Request for Proposal (RFP) is already on the street. It’s time to fill that information gap and dive into such topics as altering the RFP requirements through questions, obtaining clarifications after the Q&A deadline has passed, nailing discussions with the agency, making difficult decisions when an agency is signaling your price may be too high, deciding whether or not to continue when you are found to be out of the competitive range, protesting evaluation terms and other RFP conditions, continuing your capture efforts, and responding to the Final Proposal Revision (FPR) request.
Strategies for entering a new agency and building a footprint
Breaking into a new government agency can be tricky – it is like entering a new market for a commercial company. Each agency has its own set of procurement rules and the way they are implemented, its own culture, its own set of contacts, and a brand new competitive landscape. Companies often face challenges as the primes at the agency already have established subcontracting relationships with others, and have restrictive clauses in teaming agreements that aim to prevent subcontractors from expanding their agency footprint. In this webinar, OST and Fedmine will focus on a targeted strategy for penetrating an agency and develop a plan for entering and growing inside the new market. We will use a concrete example of a company seeking to enter a market and show the thought process and specific techniques for a plan.
How to use competitive analysis for your growth strategy
Companies wondering how to develop a growth strategy. What should they do to achieve those coveted three-digit growth rates than others in the government contracting market tout? Everyone knows that success leaves clues, so the best way to figure out the path forward is to perform competitive analysis. Deduce your competitors’ growth strategies and emulate them in your company, while learning from your competitors’ setbacks and missed opportunities. OST and Fedmine have partnered to share the techniques of how we do this.
How to get more out of your 8(a) designation
Many companies fill out piles of paperwork to apply for the 8(a) program, but a few years into the program feel that they are not getting quite the payoff they had expected. The program has many benefits, but targeting sole source contracts may seem like searching for a needle in a haystack. Additionally, preparing for an 8(a) set aside competition requires a deliberate strategy that may involve enticing the incumbent to join your team. Opportunities rarely leave the 8(a) program once entered. The answer is not only how to identify the 8(a) opportunities in advance, but how to navigate the challenges of knowing which opportunity is real, what graduating companies may be looking for a successor to take over the role of the prime contractor, and how to get in front of the right decision makers in the government and industry. This session will focus on developing a cohesive strategy to get the most from your 8(a) designation and develop an opportunities pipeline in the 8(a) program.