The Capturing Federal Business 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

The Writing Federal Proposals workshop will teach you a proven process for developing winning proposal sections. Participants learn the impact of their section and how to score higher on proposal evaluations through a government evaluation simulation. They plan their sections in a major simulation through:

• Developing compliance checklists
• Focusing on customer issues
• Developing strategic solutions
• Supporting claims of excellence through past performance
• Incorporating risk discussion to have a credible low risk solution by ghosting competitors
• Developing section strategy to gain the competitive edge
• Creating key themes that carry the reasons for selecting your company
• Developing visuals that have impact and answer the question, “Why us?”
• Constructing mock-ups for early coordination, enhancing consistency