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Capture Process – Translating Relationships into a Winning Proposal

Wednesday, April 22, 2020 - 9:00AM to
Thursday, April 23, 2020 - 5:00PM EDT
Venue Address: 
Virtual On-Line
Wednesday, April 22, 2020 - 9:00AM to
Thursday, April 23, 2020 - 5:00PM EDT
2020-04-22 09:00:00 2020-04-23 17:00:00 America/New_York Capture Process – Translating Relationships into a Winning Proposal See more details at: https://www.actiac.org/events/capture-process-–-translating-relationships-winning-proposal-0 Virtual On-Line, , ,
Venue Address: 
Virtual On-Line

Event Details

Overview

PROBLEM STATEMENT:

Business Development Professionals lack the training to effectively: 

  • Ensure a sustainable, revenue-healthy pipeline into the federal marketplace 
  • Get past the question of whether the company can do the work, and answer the question, “Can we win?”
  • Understand the Federal Acquisition Regulation (FAR) and how it applies to the solicitation
  • Understand new Innovative Acquisition Strategies as the Government seeks to buy better and faster.
  • Determine how an Offer Design will be evaluated during source selection
  • Appropriately assess the Competitive Landscape
  • Ghost the Competition
  • Identify Organizational Conflicts of Interest (OCI)
  • Define a Capture Strategy to include price to win, service area (technical) and operations (management) approaches
  • Develop a compliant, compelling and winning proposal
  • Prepare for responding government clarification questions and enter into negotiations
  • Understand the process of protest and determine desirable protest outcomes
SOLUTION:  

To implement a Business Development framework designed to:

  • Be a Complete Capture Life Cycle
  • Be Process Driven
  • Manages a focused and revenue-healthy Pipeline
  • Qualify Opportunities Early
  • Capture “Winnable” Business
  • Guide Compliant and Compelling Proposal Development
  • Prepare for Clarification or BAFO
  • Facilitate Lessons Learned to Refine Your Own Corporate or Personal Practice
  • Provide Continuous Capture Improvement (CCI)
OUTCOME:
  • Corporately practiced establishes the firm's business capture rhythm
  • Independently practiced increases your skill set as a business development professional 
  • A Life Cycle is based on Continuous Capture Improvement, refining after each iteration. 
  • Experience the enjoyment of successful pursuits