Capturing Federal Business/Winning Executive Summaries

Dates & Locations

Course Information

A description of each course in this combination is listed below.

Capturing Federal Business

This two-day workshop will develop your skill leading business pursuits prior to release of requests for proposals, when your competitive potential and flexibility are highest. Through lecture, presentations to course mates, and simulation of the pursuit of a real, competitive opportunity, you will learn to improve your position with your customers before submitting offers.
You will learn about:

• Reasons companies pursue business opportunities
• Opportunity assessment
• Capture plan preparation
• Customer buying behavior
• Business intelligence collection and analysis
• Competitor comparison
• Strategy development
• Influencing customers
• Supporting proposals

Discover how companies that invest in business development before writing proposals bid on fewer opportunities, spend less, but win more often.

Winning Executive Summaries

This one-day workshop begins by exploring the concept of customer focus and how it can be achieved. It continues with information on the many uses of customer-focused executive summaries in business development documents, especially proposals. A process for creating effective summaries is then introduced and practiced, step by step.
You will learn to:

• Understand the nature of customer focus and how to infuse it into your documents
• Create executive summaries focused on your customer’s most important issues
• Use customized planning and organizing tools to quickly craft effective executive summaries

By the end of the workshop, you will have a completed executive summary you can use as a model or share with a customer. At your discretion, this can be an executive summary related to an historical business opportunity (won or lost), a live opportunity you are currently pursuing, or a case study furnished by Shipley.