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Capture

Tuesday, May 27, 2014 | 1:00 PM - 2:00 PM
Chicago 8

How to Organize your Capture Well Before the Draft RFP

Steve Hennessy
President, Hennessy Defense LLC


How can Capture Teams deal with the ambiguities in the Pre-Draft RFP stage and effectively drive the team to a successful win strategy? This presentation focuses on how to use a prioritized list of the Customers Most Important Requirements (MIRs) to drive effective win strategies and strategic actions that significantly improve win probability. The Most Important Requirements are things your customer will demand of the procurement.  They go well beyond the key Specification requirements or Statement of Work. MIRs are the link between emotional and logical needs of the procurement. Issues like risk, past history, and fear tend to drive these requirements. Using these MIRs to drive strategic actions, customer contact plans, management implementation plans, and even technical solutions is critical to ensuring the most effective use of the time prior to the release of the draft RFP.


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Steve has over 30 years of experience in Captures, Proposals, BD, PMO, and System Engineering. His strong leadership style and solid technical background have helped him win $2.3B in new business for his clients. He has extensive experience helping companies drive new business with new market penetration strategies, discriminating pipeline analysis, and strong customer relations. He has worked for The Goyak Group, Harris Corp, AirNet, GE, and now owns his own Capture and Proposal Consulting Co.


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