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An Introduction to Proposal Writing
New staff are often thrown at a proposal without any training. Help them make a more effective contribution by training them to do it right the first time and improve your chances of winning.
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An Introduction to Federal Proposal Writing
How can you expect people to write a winning proposal when they don't know how to read an RFP, let alone write?
Federal proposal writing requires accomplishing many things at the same time: following the instructions, describing a solution, addressing the evaluation criteria, and fulfilling the win strategies.
Give your staff the foundation they need to understand what to write, in addition to how to write it, and win more contracts along the way.
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Proposal planning
What goes into an effective proposal plan?
Gain the knowledge and skills to write comprehensive proposal plans that can survive the real world.
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Roles and responsibilities for proposal participants
Ensure that everyone knows their role on a proposal effort and make sure that all of the bases are covered. Get everyone onto the same page and make expectations clear.
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Taking Your Proposal Writing to the Next Level
Even experienced staff can improve their proposal skills.
Learn how to better align your proposal writing with the evaluation criteria and win strategies.
Improve your win rates by taking your proposal writing to the next level.
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How to Write an Executive Summary
Are your proposal and corporate introductions effective?
Do they present a persuasive explanation for why you should be selected?
Do they align with the RFP, especially the evaluation criteria?
Ensure that the most important part of your proposal is well written.
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Questions to Answer in Your Proposals
A discussion of questions that a typical customer may have in each section of the proposal. This topic will help you make sure that your response is comprehensive and answers all of your customer's questions.
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How to Complete a Proposal Assignment
For technical staff who must contribute to a proposal.
Focuses on what they need to know to respond to a proposal assignment.
Helps technical staff with little writing experience make an effective contribution to a proposal.
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Resume Writing for Proposals
Proposal resumes are significantly different from personal resumes.
Help your staff understand the difference between them and learn how to best present their resumes for use in a proposal.
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Project Summary Writing for Proposals
How do you write an effective description of your project for use in a proposal?
Improve your past performance and corporate experience evaluations.
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How to Review a Proposal
Proposal reviewers tend to be senior staff.
This makes it easy to overlook the value in training them to conduct a proposal review properly.
Many of the Red Team members I have trained had years and years of experience in doing a poor job of reviewing proposals.
A quick training session can get your reviewers on the same page regarding what they should look for and how to deliver a comprehensive review.
Call it an orientation, call it facilitation, call it anything except "training," but a little bit of it can greatly improve the effectiveness of the review and boost the quality of the final proposal.
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How to Get Your Proposal Off to the Right Start
When you have a proposal coming up, this presentation can help ensure that everyone's expectations are set properly and expedite the start-up of proposal activity.
It can help you ensure that nothing is overlooked and that everything is staged for a rapid start.
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How to Prepare for The RFP Release
Most proposal activity starts at RFP release. But when you know the RFP is coming you should prepare before the RFP is released. But do you know what that means? Have you done everything that you should to be prepared? There are things you can do before an RFP is released that you can't do once it hits the streets. Learn how to increase your chances of winning before you even start writing the proposal.
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Win Strategies: What Are They and Where Do They Come From?
Many proposals start with people asking why they think they should win. Unfortunately many have difficulty coaxing the answers out of their staff and getting them into the proposal document.
Help your team learn how to articulate why it should win and team them how to get those messages into the document.
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Adding Value to the Proposal Process
What are the goals for each stage in the process? Who are the stakeholders?
What contingencies should you prepare for?
Make your proposal department indispensable to your company by adding value to the process.
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How to Do Proposals the Wrong Way
Worst practices for real-world proposals. Aimed at proposal teams that need to overcome adversity. This presentation focuses on overcoming obstacles, coping, and even cheating when you have to do proposals "The Wrong Way." This presentation is a lot of fun, with some serious take away value.
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Bootstrapping a Business
Getting a business off the ground with little or no investment is possible. Learn what worked for us and how we achieved profitability from day one.
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Business Development for Project Managers and Engineers
Aimed at technical staff with business development responsibilities. Project staff are often relied on to play a role in growing business, but many simply don't know how. Some are not even comfortable with the idea. This course will help them understand that they can play a role and don't have to become salespeople to do it. Addresses how to identify new business opportunities and qualify them. Describes how to convert the lead into a sale and how to gather the information needed to prepare a winning proposal. Getting those that interface with the customer involved in developing business is crucial to success!
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What Government Contractors Can Learn From Private Sector Firms
Sometimes it helps to think out of the box. For private sector firms, there is no box.
Government Contractors live in a highly regulated procurement environment.
With all those acquisition regulations it's easy to respond to the rules instead of the customer.
Learn how to stand out from the crowd and gain some fresh perspective through this look at how private sector firms do proposals.
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What Commercial Companies Can Learn From Government Contractors
Government contractors operate in a heavily regulated environment that is designed to equalize all of the competitors, and where business pursuits can take months to close. They invest heavily in formal processes for business and proposal development. Find out what you can learn from their efforts...
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So You Want to Be A Government Contractor...
Government contracting is completely different from doing business in the private sector.
Even the language is different. It may look attractive because there is only one customer and it spends over a trillion dollars a year.
But it is completely different on the inside than it looks on the outside. Find out what it's like before you make the leap...
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Taking Your Capture Processes to the Next Level
The thing about putting a business opportunity capture process into place is that you are never done. Nor should you be. You can always win more opportunities than you are. Find out how to build a culture that is designed to constantly raise the bar.
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Everyone Is In Business Development
In a services business, everyone is in business development, whether they know it or not.
This presentation makes that clear and shows that it's not a bad thing.
It's a good place to start if you want to create a culture where everyone supports growing your customer relationships.
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