Capture and Proposals for Technical Professionals
Workshop Description:
With focus on relevant aspects of capture management and proposal development, this course provides SMEs with a structured, standardized approach to opportunity capture and proposal writing. Participants will gain insight into customer and competitor analysis, key capture strategy elements, and how to develop compelling benefits, discriminators, win themes, callouts, and solution graphics for proposal content. Additionally, this course provides a detailed section on understanding client evaluation processes and methodologies, enabling technical professionals to assess opportunities and proposals from the customer’s perspective. By understanding how Source Selection Evaluation Boards and/or Source Selection Authorities score and evaluate proposals, technical SMEs can tailor their content to align with evaluation criteria and increase the likelihood of success.
Course Overview:
You will learn about:
- Assessing opportunities and capture planning
- Evaluating customer buying behavior and decision processes
- Building business intelligence and competitor analysis
- Understanding client evaluation processes and scoring methodologies
- Technical SMEs writing for evaluators
- Developing strong win themes and discriminators
- Organizing and writing the technical volume
- Addressing relevant risks and incorporating past performance
- Creating compelling visuals to support the proposal narrative
- Writing with POWeR®, Shipley’s proven writing methodology
- Reviewing and refining proposal drafts for maximum impact
- Engaging effectively in proposal kickoff meetings and other proposal operations
- Defining and structuring technical solutions for proposals
Who Should Attend
- Technical professionals who contribute to business development, capture planning, and proposal development efforts.
Materials
- A comprehensive course workbook and appendix
- Over 30 adaptable capture and writing tools for effective proposal development
- Hands-on exercises and real-world examples
- Shipley Proposal Guide™
- Shipley Capture Guide™