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"What is ‘Our Story?': Developing, Defining, and Shaping Differentiators to Win"
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This presentation will offer a look at how to develop value-based differentiators related to the opportunity you are pursuing. Critical differentiators specific to customer hot buttons provide the foundation for the "Our Story” and team development. Working with a template structure, the presentation provides a repeatable process to help with customer call plans, teaming strategy, competitive analysis, and maximizing corporate capabilities and past performance to increase a company's pWin.

9/25/2013
When: September 25, 2013
5:30 pm - 8:00 pm
Where: SRA International
8830 Stanford Boulevard
Suite 205
Columbia, Maryland  21045
United States
Contact: Jessica Morgenstern


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With so much attention on low-cost/technically acceptable (LCTA/LPTA) opportunities, many companies are losing focus on differentiators and the ability to shape an acquisition. Some contracts come out as Best Value and companies approach the proposal process in the same way - as if it is LPTA. Companies often have opportunity to shape the acquisition process if they start early enough using good business development and capture practices.

This presentation will offer a look at how to develop value-based differentiators related to the opportunity you are pursuing. Critical differentiators specific to customer hot buttons provide the foundation for the "Our Story” and team development. Working with a template structure, the presentation provides a repeatable process to help with customer call plans, teaming strategy, competitive analysis, and maximizing corporate capabilities and past performance to increase a company's pWin.

Mr. Acheson is PMP certified, and holds a M.S. in Project Management through Boston University.He has successfully grown the portfolios of small and large businesses primarily supporting DoD and IC customers.Mr. Acheson's core passions include organizational strategy, disruption (technology and business practices), and acquisition.These passions are manifested through his successes developing, reengineering, and integrating innovative business practices into multiple profit and non-profit organizations. In an ever-changing market, Mr. Acheson continues to evolve best practices with the right balance of passion, knowledge, disruption, risk, and intelligence to help others reach mission success.