Capturing Federal Business/Winning Executive Summaries
Dates & Locations
Nov 2-4, 2021 – Sterling, VA
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.
Who Should Attend
- Market or Account Managers
- Capture Managers
- Sales Professionals
- Proposal Managers
- Senior Executives
- Business Development Managers
- Shipley Proposal Guide v4.1
- Tools and Templates
- Course Workbook
If you register 30 days prior to the start of the workshop, enter EARLYBIRD at checkout to receive $100 off your registration fee!
If you have any questions about this course or others, contact Mallary Price at email@example.com
I took a lot of your teachings to heart, especially the pre-proposal planning, proposal development worksheets, and debriefing tips. As a result, my company had its best-ever month in new business acquisition…I now have a win rate of over 60 percent! Thank you for the seminars that have proven so valuable to me, my company, and my professional future.
Corporate Proposal Manager