Capturing Federal Business

Dates & Locations

Mar 28-29, 2023 – Sterling, VA
Apr 18-19, 2023 – Sterling, VA

Course Information

This two-day workshop will develop your skill leading business pursuits prior to release of a formal request for proposal, when your competitive potential and ability to influence the opportunity are highest. Through lecture, presentations to course mates, and the simulation of a real, competitive opportunity, you will learn to improve your position with customers and manage a pursuit using an effective capture plan.

You will learn how to:

  • Assess opportunities to maximize resources
  • Develop a comprehensive capture plan
  • Evaluate customer buying patterns
  • Collect and analyze business intelligence
  • Competitor strengths, weaknesses, and gaps against your own
  • Develop a win strategy and win themes
  • Support your proposal team

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

Enroll Today


Who Should Attend
  • Senior Executives
  • Program Managers
  • Capture Managers
  • Sales and Pursuit Managers
  • Proposal Managers
  • Campaign Manager
  • Workshop Manual
  • Capture Management Tools
  • Shipley Capture Guide

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

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