Capture Management -- Tysons Corner, VA October 13, 2011

Getting ready to win - over and over again

This class is for people who will be deeply involved in the Capture Management process. The class presents a detailed capture process and provides instruction on how to effectively develop new business opportunities to position for a winning proposal effort. A Capture Record template is used to organize the presentation, and is made available to each participant.

Class can be taken by experienced capture managers or individuals who are going to become capture managers.

“Breaking down capture management into the various components of messaging and relationships was straight-forward and incredibly useful. The instruction was outstanding, as were the instructor, the materials, and the logistics. Well worth the money spent. David Popelier, Managing Partner FourWinds Limited

“I loved it! A very open workshop where we were encouraged to discuss issues relative to our areas/companies. I loved the common sense approach and ease of following our leader. Great take a-ways for us! Thank you!” Karen T. Farren Director, Tactical Logistics/Combat Development Joint Logistics Managers, Inc (JLMI)

Presenters:
Al Pines, Lead Instructor. Mr. Pines has worked in marketing, competitive business development, proposal management and orals coaching for more than 30 years. His experience covers a wide spectrum of US government agencies and numerous Fortune 1000 and multi-national corporations, including governmental and private enterprises in Canada, Europe, Asia and Australia.As a proposal/orals coach/manager he has developed proposal and presentation architectures and detailed designs. He is a life-long student as well as coach in public speaking and presentation techniques, having studied and perfected these skill-sets while an instructor in residence at the Philip Crosby Institute. He is the developer of the Design-iT™ proposal development process and authored the Design-iTTM Orals Presentation Guide.As managing director of 90Degrees of Design, Mr. Pines is often called upon to consult on the sales, marketing and proposal development operations for a number of technology and management consulting firms serving commercial and federal government customers. During these engagements he has been involved in acquisition evaluations, market penetration planning, and capture strategies and proposal development for billions of dollars in contracts.Mr. Pines has an excellent working knowledge of systems engineering, systems integration, strategic business planning, quality management, and process re engineering and performance management.With his business development and technical understanding and experience, he has advised customers on business ventures/opportunities to include the full life-cycle of competitive business acquisition.

Tom Basile, Assistant Instructor. Mr. Basile has over 25 years of federal sales and business development experience spanning multiple disciplines including information technology, engineering, environmental protection and health care. Mr. Basile has held senior executive sales positions with Halifax Corporation, Federal Data Corporation, Grant Thornton LLP, ICF International, Sage Systems and Price Waterhouse. During his tenure, he has implemented capture strategies for major program initiatives for executive civilian and DoD agencies and military branches. He has authored numerous articles on capture management and competitive business development practices for increasing government business. Currently, Mr. Basile is a partner in GovBusDev, a firm that specializes in assisting companies desiring to penetrate or expand work in the federal marketplace. In this capacity, he works with large and small companies providing business development advice and guidance for penetrating senior leadership in specific agencies, major programs, and prime contractors.

Topics:
Capture Management
Getting ready to win - over and over again
This class is for people who will be deeply involved in the Capture Management process. The class presents a detailed capture process and provides instruction on how to effectively develop new business opportunities to position for a winning proposal effort. A Capture Record template is used to organize the presentation, and is made available to each participant.
Class can be taken by experienced capture managers or individuals who are going to become capture managers.
Class Outline:
Market analysis - where should you go to sell your services
Building a relationship before the opportunity
How to know which opportunity is yours
The seven components of the Capture Record
Opportunity Data
Identifying what the customer needs, and what the customer wants
Building a background data library
Who is the competition
Putting together your Capture Team
Understanding the Customer
Who are the players
The two types of hot-buttons
Your language - their language
Strength to Win
Strengths and discriminators
Developing solutions and influencing the needs
Black Hats and Ghosting
Developing your team
Price to win
Support to Win
Which past performance to use
What else will help - proof of goodness
Capture Execution
Call plans
Marketing plans
Administrative trivia that counts
Planning your proposal

Schedule:
8:00am - 8:30am Registration and Breakfast
8:30am - 4:00pm Class with working lunch

Price: $545 (regularly $595 - discount only available until 10/6).
Receive an extra $10 with promotional code Y1013VV

Special Multi-Class discount is available. Please contact Mary Johnston, 301-913-5000, ext. 5026, mjohnston@ezgsa.com

CONTACT: Mary Johnston, 301-913-5000, ext. 5026, mjohnston@ezgsa.com

Official Website: http://www.ezgsa.com/seminars/icalrepeat.detail/2011/10/13/63/60/capture-management-tysons-corner-va-new-date