Tuesday, May 27, 2014 | 1:00 PM - 2:00 PM
Things You Must Do to Win
David Bol, CPP
Senior VP Capture
and Proposal Services, West,
Fewer RPFs in the market demand that we must do everything we can to win the opportunities
we pursue. Shortcuts are not allowed! Learn which activities, at a minimum, must be executed within the Capture and Pursuit phases to give you the greatest chances of winning.
Learn from a seasoned Business Development Leader, sharing experiences of lessons learned, formal debriefs, and some very hard knocks on which activities need to happen to successfully get your proposal out the door, with the greatest probability of winning. Topics include:
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- Know the competition
- Freeze a realistic price early
- Develop a solution, prior to RFP release
- Know customer needs outside those stated in
- Have a "C" level champion on your team
- Have a fully
developed capture Plan at RFP
- Know what discriminates your solution
- Plan before writing
- Follow a process
- Don't be afraid to no bid.
As Sr. Vice President of the Western Region of Shipley
Associates, Mr. David Bol has nearly 25 years as a Senior Proposal manager
helping clients win over $70 billion dollars of revenue. He has co authored three
books for APMP that still influence winning business development practices
today. Mr. Bol is APMP certified at the Professional level, is an APMP Fellow
and co founded the Rocky Mountain APMP Chapter. He has held every international
APMP Board position including being CEO of the Board of Directors in 2009. Mr.
Bol has presented at numerous annual APMP conferences.