| Capturing Federal Business - Winning Executive Summaries |
PDF Brochure |
| Who Should Attend: |
- Capture Managers
- Senior Executives
- Program Managers
- Sales and Marketing
- Business Development
- Account Managers
- Sales Professionals
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Materials: |
- Workshop Manual
- Shipley Capture Guide
- Shipley Proposal Guide
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| Dates and Locations |
Workshop Price |
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| 08/13/2013 to 08/15/2013 - Fairfax, VA |
$1495 |
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NOTE: A $200 discount is available to each APMP member OR to companies registering 3 or more attendees for the same workshop. A $400 discount is NOT available to those fitting both criteria.
Workshop Description:
Capturing Federal Business builds practical skills through lecture, discussion, simulations, and exercises. While learning a proven capture process, participants learn to use tools and disciplines to develop winning strategies and then implement those strategies through their capture teams by:
- Understanding customer's buying problems, value considerations, and selection process
- Analyzing the customer's environment, needs, and requirements
- Using proven methods to assess competitive positions with the customer
- Building strategies that maximize win probability
- Learning to turn strategies into actions that drive to the win
Winning Executive Summaries is a 1-day interactive, skill-building workshop. The workshop is 20 percent lecture, 30 percent discussion, and 50 percent simulations and exercises. Participants work on their own live proposals when feasible.
Participants learn and practice the skills to quickly and consistently prepare winning, customer-focused executive summaries by:
- Understanding the purpose of the executive summary
- Developing a strategy for the executive summary
- Tying the executive summary to proposal development
- Aligning the executive summary with customer presentations
- Using proven tools, techniques, and templates
Contact Information:
Contact Shipley Associates at 888-772-9467 or questions@shipleywins.com
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