Description
Day 1
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 case study
Module 2: Laying the Groundwork for Competitive Analysis in the Capture Process
- What if there is no competitive analysis and PTW?
- Competitive analysis elements.
- Ethics of competitive intelligence and the information you must not touch.
- Four steps for developing a repository to collect knowledge on competitive intelligence.
- Other competitive analysis tips.
Module 3: Identifying the List of Competitors and Preparing for the Black Hat
- Techniques for determining the list of prime contractors.
- Techniques for overcoming challenges in determining the teaming partners.
- A typical Black Hat setup.
- A sample Black Hat agenda.
- Black Hat groups organization.
- Determining Government customer’s hot buttons leveraging AI.
- Analyzing the potential Source Selection Board members.
- Competitive analysis overview process as part of capture planning.
- Developing viable competitor profiles.
Exercises: Determine a competitor list for the case study; capture the viable competitor profiles.
Module 4: Performing the Competitive Analysis
- Qualitative questions to answer about each competitor: the most useful capture information.
- Competitor analysis: company information gathering using AI.
- Mining a variety of data sources for relevant competitive intelligence on Government contractors using various LLMs.
- SWOT analysis leveraging AI.
- Determining competitors’ postulated win strategies with AI.
- Ranking competitors individually and as an aggregate competitive field analysis.
Exercise: Go through the competitive analysis steps and develop competitor rankings against the home team.
Module 5: Developing a Competitive Analysis-Based Win Strategy
- Comparing competitors with the “home” team’s win strategy, augmented with AI insights.
- Developing the resulting action items and win strategies applicable during your overall capture process.
Exercise: Devise the home team’s win strategy based on the Black Hat results and determine the resulting strategic action items.
Day 2
Module 6: Price to Win Principles and Process
- Why Price to Win?
- Understanding the tradeoff between value and price.
- Understanding the best value continuum in Government proposal evaluation.
- PTW development process steps.
Module 7: Gathering Information for the PTW Effort
- Mobilizing information sources for situational assessment of the PTW, including AI research tools and techniques.
- Determining the funding budget for the target contract.
- Analyzing customer trends and behaviors and how this information impacts your PTW analysis decisions.
- Analyzing your competitors’ financial decisions and trends.
- Filing Freedom of Information Act (FOIA) requests for cost proposals.
Exercise: Gather information to prepare for the PTW analysis.
Module 8: Performing the PTW Analysis
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- Identifying the price to compete.
- Developing a solution-based PTW.
- Pricing competitors’ solutions based on Black Hat findings and information gathered specifically for the PTW effort.
- Pricing competitors’ offerings per the RFP and competitors’ postulated win strategies.
Exercise: Develop a solution for a proposal segment and document in a capture plan.
Module 9: Mastering the Labor Rate Analysis for Government Proposals
- The process for performing a labor rate analysis for Government proposals.
- The process, tips, and tricks for matching labor categories including AI tools.
- Determining the competitors’ wrap rates.
- When and how to use GSA rates as data points.
Exercise: Practice labor category matching and labor rate analysis.
Module 10: The Next Steps for PTW: Developing Your Pricing Strategy
- Continuously updating the PTW model to iterate your solution.
- Creating the win.
- Course recap and summary.
