Opportunity Capture – Proposing to Win (FL)

An operationally-focused two-day in-person classroom course addressing the fundamentals of capturing federal business and creating winning proposals. The format follows the convention of presentation, class dialogue, and application for each subject outlined below, and includes exercises intended to increase efficiency the first day back to work. The capture exercise introduces a spreadsheet-based analytical tool for assessing an organization’s relative competitive position, probability of winning, and investments required to win. The proposal exercise introduces a system for efficiently producing winning proposals by establishing presolicitation objectives with the capture team and managing the proposal production through effective compliance, value-added reviews, and responses through final proposal revisions.

Learning Objectives

• 1.0 Assessing Your Competitive Position
• 1.1 Competition
• 1.2 Incumbency
• 1.3 Shaping Activities
• 1.4 Relevant Past Performance
• 1.5 Technical Response Production
• 1.6 Teaming Partners
• 1.7 Investment Resources
• 2.0 Assessing the Solicitation
• 2.1 Government Presolicitation Activities
• 2.2 Evaluation Criteria (Section M)
• 2.3 Quality Assurance Surveillance Plan (QASP)
• 2.4 Instructions (Section L)
• 2.5 Requirement (Section C)
• 2.6 Clauses (Sections H & I) Capture Exercise: Applying a Bid‐No‐Bid Decision Algorithm
• 3.0 Creating Winning Proposals
• 3.1 Competition
• 3.2 Requirements
• 3.3 Pricing
• 3.4 Solutions
• 3.5 Graphics
• 3.6 Narratives
• 3.7 References
• 3.8 Resumes
• 3.9 Production Proposal Exercise: Employing a Proposal Production System