The Art of Capture and Government Sales in 2014

The class focus blends both business development strategies and capture into a seamless approach dealing with today's new business environment. The business development focus includes a discussion of business development strategies for defense, civilian and intelligence agencies including identifying all involved decision-makers, strategies differing for large, mid-size and small businesses; and the level of effort required to win.

Topics Include

Art and Science of Capture Management

Capture is an art and a science in government contracting. The section covering capture deals with the unique long sales cycle of multi-million dollar contracts, the cast of characters involved, the timeline of activities, who is involved on the capture team and the related responsibilities as well as:

Federal Government Market Metrics
Why it Matters!
Government Contracting Challenges
Capture Defined
Federal Government Procurement Lifecycle
Three Types of Winners
Roles and Responsibilities of the Capture Team
Four Phases to Capture
Elements of Your Capture Toolbox
Influencing the RFP
Strategy Development
Teaming
Value Proposition
Solutioning
Perils of a Late Start
Industry Trends and Drivers
Capture Red Flags
Capture Lessons Learned and Guidelines
Rapid Fire Hints
The Art of Capture Leadership

Business Development Strategy Overview 

Review the business development strategy for defense, civilian and intelligence agencies including identifying all involved decision-makers, strategies differing for large, mid-size and small businesses; and the level of effort required to win.

Decision-makers identified:
Government: contracting & acquisition, program managers & end-users, small business representatives
Vendors: Capture managers, business development, program and project managers, XO-level

Strategies for large business, mid-size business and small business
- Budget vs. sales cycles
- Contract vehicles
- Value proposition
- Market intelligence:
- Timing of the sales & capture cycle based on size of the sale
- Transactional business
- Large contract sales

Level of Effort Required
Learn what you can expect to invest in time, effort and talent to reach your projected revenue goals

Art and Science of Proposal Management

Effective proposal management is critical in increasing you win ratio. This session covers the full range of topics including proposal team identification, infrastructure, kickoff meetings, best practices, incumbent expectations, proposal management rapid fire hints and:

Right and Wrong Way of Proposal Management
Root Causes of Poor Proposals
Incumbentitus
Compliance is Key
Proposal Fatal Flaws
Murphy’s Law
Proposal Management Guidelines & Charter
Proposal Team Infrastructure
The RFP Stage
Proposal Compliance
Evaluation Factors
Successful Kickoffs
Frequent Small Business Mistakes
Proposal Management Best Practices
Proposal Management Rapid Fire Hints
Art of Proposal Leadership
Questions/Answers