Positioning to Win is a 2-day workshop which covers the pre-capture phase of the business development cycle and is specifically designed for professionals who have business development and sales responsibilities. This workshop not only delivers concepts that give a strong theoretical foundation for capture and sales activities, it also provides the critical communication skills required in real life. Learn to:
Understand the customer’s decision-making or source selection process, personnel, and evaluation criteria.
Create value by helping customers think through the business impact of key issues and drivers.
Gain insight into how your attitudes and behaviors affect the development of trust in the customer relationship.
You will learn to strengthen customer relationships for short- and long-term success.

The Capturing Federal Business 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