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Apr 25

Herndon, VA


In this Proposal Management seminar, you’ll learn how to: • Work with your Capture Management team and understand how Proposal Management should integrate with Capture to build high-scoring proposals. We’ll examine our government Business Acquisition Framework and the components comprising the BD and Capture Management stages, focusing on opportunity identification and qualification, client interaction and the importance of client intimacy in understanding requirements and objectives, capture plan development, capture team organization, opportunity assessment reviews, positioning, competitive assessments, establishing price to win, and bid/no-bid decisions • Plan and conduct effective pre-RFP activities to get a jump start on proposal artifact development and focus proposal resources on pre-proposal preparation activities, including assigning proposal resources, developing a strawman RFP, preparing draft storyboards/annotated outlines, developing early-stage proposal products, finalizing your proposal development plan, planning your kickoff meeting, and conducting a pre-proposal gate review • Manage your proposal development process after RFP release, including finalizing and validating your proposal outline, design, and resources; conducting the kickoff meeting; finalizing your solution and storyboards/annotated outlines; writing compliant, compelling, and responsive proposal drafts; conducting structured color team reviews with realistic schedules, inputs, and outputs; developing effective proposal graphics; and producing and quality checking your final proposal • Manage quick-response task order proposals as well as more traditional proposals for full-and-open competitions • Prepare for proposal submission, conduct your closure strategy, clean up and prepare files for post-submission use, get ready for debriefs, and conduct lessons-learned and continual improvement reviews Plus—you’ll learn how to use proposal productivity tools—and we’ll give you our favorite templates and checklists to help you better plan and manage your proposals • Capture Plan structure template • SharePoint Proposal Workbench Structure • SWOT Feature/Benefit/Supporting Example/Theme Template • Sample Storyboard • Resume Template • Past Performance Write-up Template • Proposal Management Plan Structure Template • Proposal Schedule Samples Template • Kickoff Meeting Planner 8:00 - Registration and Breakfast 8:30 - Introductions 9:00 - Lohfeld Government Business Acquisition Framework overview and the role of the Proposal Manager 9:30 - Phase 1 – Opportunity identification and bid decision 10:00 - Phase 2 – Capture management and proposal management coordination 10:45 - Phase 3 – Pre-proposal preparation, including developing the proposal outline and design, obtaining resources, developing the solution, preparing annotated outlines, and preparing for the kickoff meeting 12:00 - Working lunch 12:30 - Phase 4 – Finalize the proposal design, outline, resources, solution, and annotated outlines; conduct kickoff meeting; prepare final proposal drafts and conduct color reviews; develop final graphics; and produce and quality check proposal 2:30 - Phase 5 – Post-submission activities for Proposal Managers 4:00 - Seminar Concludes

This class is designed for business development, capture management, and proposal management professionals as well as for company executives and operational managers, including project managers and technical professionals who support new business acquisition activities and need to understand the interrelationships between the capture and proposal phases and the importance of using a structured, repeatable proposal management process.

Registration Opens: 01/05/2012 Cost: $695 - Customers of Deltek and Lohfeld Consulting Group can receive a current customer discount of $145 for registering for this class. You can receive an additional $50 discount if you register three or more students or you register for the three classes in this educational seminar series. Additional classes in the series include Mastering Proposal Writing for Technical and Managerial Professionals and Learn Capture Management – How government contractors win business. Breakfast and lunch are included in the registration fee.

Contact Name: Briana Coleman

ph: 703.615.7596 email: [email protected]

Company Info:

Lohfeld Consulting Group, Inc.

940 South River Landing Road
Edgewater, MD. 21037 United States

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