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
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.
Quality Control Measures to Save Your Proposals from Stinking and Skyrocket Your Pwin
This free webinar focuses on seven elements of the proposal quality control, from larger initiatives affecting all of your pursuits to the specific techniques used during the individual proposal process. It shares the techniques for turning a stinky proposal into a great one.
Top 10 Proposal Management Challenges and How to Overcome Them
This free one-hour online session explores the top 10 challenges proposal managers and writers face but doesn’t dwell on them. Instead, it sends the message of “forewarned is forearmed.” It generously shares the tools and techniques to help avoid or minimize the impact of these challenges, and shows you how to recognize the problem before it hurts your proposal, course-correct, keep your stress level down, and still deliver a winning proposal.
Sole Source Contracts and Unsolicited Proposals and Foundations of Federal Business Development Class Preview
A free one-hour webinar that previews a module from our upcoming Federal Business Development course, Sole Source Contracts and Unsolicited Proposals. The module covers how to get Sole Source contracts, which are not only the domain of small disadvantaged businesses but can be used by large businesses. It also covers 8(a) and other sole source procedures.
Upcoming Multiple Award Contracts and Capture StrategiesPresented with Bloomberg Government
Select the right upcoming MACs, which a company with your core expertise has to have, and secure a winning slot on them. This webinar covers the latest intelligence on Multiple Award Contracts (MACs), including important IDIQ trends that will have a direct impact on your Federal business. The presenters also go over the upcoming 2012-2013 game-changer MACs you should absolutely pay attention to, and types of companies that should compete for the upcoming MACs. You will learn how to shape procurement strategies to maximize the number of task order awards to your company, and specific capture strategies and action items to gain access to the vehicles that are perfect for you currently and in the near future.
Power of Persuasive Proposals
Delves into the top five elements of proposal persuasion to raise your probability of winning (Pwin). This webinar shows you how to master the techniques of "selling" your solution the right way so that it is clear, concise, and highly compelling – and doesn't require a single "world class" to convince the evaluators that you are the one to select. This class will help you distinguish yourself from the competition by persuading the evaluators in subtle and effective ways that will magnify your proposal's message.
Get Inside the Government Reviewer's Mind
Find out the behind-the-doors process of proposal evaluation, and what really happens when Government evaluators read our "masterpieces." This webinar also addresses how to avoid common mistakes proposal writers make when they don't see their proposals through the evaluators' eyes. The webinar offers specific techniques for making your proposals more persuasive, to be better received by the evaluators, and ultimately to help you win.
Overcoming Proposal Writer's Block
The proposal clock is ticking, the pressure is building as the deadline is getting closer, and soon the stress becomes palpable. But you still have a hard time squeezing the words from your or your proposal team's brains down on paper. You produce something by the deadline because you have to. But you know that if you had produced the same proposal document earlier, you would have a chance to make it so much better and much more likely to win because you would have the time to polish the draft. In this one-hour class, you will learn nearly two dozen techniques for combating the proverbial "writer's block" to help you and your proposal team get through your writing much faster with a lot less stress.
Top 10 Proposal Mistakes
Learn top 10 proposal mistakes that are most common in the business of winning Government contracts, and techniques, tools, and best practices for avoiding them. This course's material is based on more than a decade of experience, survey findings, and conversations with numerous proposal professionals about their burning issues and struggles. The mistakes discussed in this course will cost you opportunities missed and budgets spent in vain.
How to Develop Bulletproof Proposal Outlines
This is a webinar that shows you how to outline a proposal. A great proposal outline doesn't only make your proposal compliant, it also helps organize your writers and help them march in the same direction. The webinar will help you avoid: shifting and morphing outline, vague structures that cause writers to deliver unorganized information, creating more work on the back end, evaluator comments that the proposal was hard to follow or that they could not find needed information, and more.
12 Ways to Fill Your Pipeline and Find Opportunities to Win Government Contracts
This webinar covers the 12 ways to find Government contracting opportunities will transform and augment the way you approach business development, in order to help you grow. The truth is – one of the key ingredients to the formula for growing aggressively in the Government market is finding better quality contracting opportunities. How would your company (or your career as a business developer) change if you used 12 different ways to find better quality opportunities to win Government contracts?