Proposal Management -- Tysons Corner, VA October 18, 2011

Bringing home the opportunity...

This class is for people who are or will be proposal managers. It provides detailed instruction on the Design-iTTM proposal process, covering all stages of the proposal development process from win strategy development through production. Templates are used as the basis for discussion, along with interactive practice sessions. All templates are made available to participants.

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

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:
Class Outline:
Overview of the Proposal Life-Cycle
Turning a Capture Record into a Win Strategy
Developing the Proposal Architecture - a map to the proposal structure and compliance
Appearance - cover to cover
L-M-C map
Writers and page counts
Mapping the Win Strategy
Developing the Themes
Exercise - A Proposal Architecture
Building the Proposal Schedule
The First Data Call (Who are those teammates?)
Holding the Kick-Off
Getting Your Team Ready
The Proposal Blueprint - everything you need to start writing
Formulating the right structural questions for the writers
Developing your graphical story
Collecting your proof points and short stories
Building your information elements
Exercise - Facilitating a graphical storytelling session
Framing - building the writers document
Color Team Reviews - how to make them useful
Writing Guidelines - what makes for good proposal writing
Engineering the Proposal - developing a proposal that presents well
Driving the Bus - controlling your team, your document and your schedule

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

Price: $545 (regularly $595 - discount only available until 10/11).
Receive an extra $10 off with promotional code Y1018VV

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/2011/10/18/64/60/proposal-management-tysons-corner-va-new-date