Day 1 – Winning with Past Performance

The first day of this event is to introduce workshop participants to the make-up of Past Performance information, submittal and the subsequent evaluation. A better understanding of the process and best practices by bidders will lead to lower past performance risk and increased win probability.

The following topics will be covered:

• What is Past Performance
• Why Past Performance is increasing in importance as an evaluation factor for award
• How Past Performance is evaluated in federal acquisitions
• What to do to maintain up-to-date Past Performance information
• What to include in Past Performance questionnaires/surveys
• How to tailor Past Performance submittals
• How to overcome Past Performance deficiencies.

Day 2 – Winning with Color Team Reviews

The second day of this event introduces workshop participants to nine proven “color team reviews” that have been proven to help Offerors increase their “win probability” (Pwin) of their must-win Federal proposals:

The following topics will be covered:

• Where color teams fit in the business development process
• Purple Team: Assesses the opportunity for Pwin and alignment with organizational goals.
• Blue Team #1: Reviews initial capture strategy and capture plan.
• Black Hat Team: Predicts competitors’ solutions.
• Blue Team #2: Reviews updated capture plan and solution set.
• Pink Team: Reviews storyboards and mockups to confirm solution set --excluding cost/price solution-- and to validate proposal strategy.
• Green Team: Reviews cost/price solution.
• Red Team: Reviews final proposal draft --including price-- to predict how the customer will score the proposal.
• Gold Team: Approves final proposal and price.
• White Hat Team: Compiles “lessons learned” from capture planning through proposal development to contract award.
• Reviewers and assignments: How to get the most out of a color team review

Day 3 – Winning with Task Orders

The third day of this event is to introduce workshop participants to the world of task order proposals. A better understanding of their similarities and differences, and how to address challenges posed by the customer, competitors and your own company will lead to insights and practical tactics for making better bid decisions, creating better task order proposal strategies, and winning more task orders.

The following topics will be covered:

• The nature of task order proposals and challenges to winning them
• Increasing your batting average – how to make smart task order bid decisions
• How capture planning works in a task order world
• Quick response task orders – essential elements of preparation
• How to tailor your business development process to ‘fit’ task order bids
• How to best leverage work performed on the contract vehicle proposal and previous task order proposals