NOTE: A $200 per attendee discount is available to APMP members OR to companies who register 3 or more attendees to the same workshop; although $400 per attendee discounts are not available to those fitting both criteria. If you have 10 or more employees that would like to attend the same workshop, we recommend Onsite Training

This interactive workshop 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 customers’ buying problems, their value considerations, and their 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 that is often combined with Writing Winning proposals, Winning Proposal Strategies, or Winning Through Oral Proposals. 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:

1. Understanding the purpose of the executive summary
2. Developing a strategy for the executive summary
3. Tying the executive summary to proposal development
4. Aligning the executive summary with customer presentations
5. Using proven tools, techniques, and templates