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CAPTURE & BUSINESS DEVELOPMENT | Introductory Level

Thursday, May 28, 2015 | 3:50 PM - 4:50 PM
Cirrus


Competitive Assessment - An Essential Element to Win

Steve Hennessy
President, Hennessy Defense LLC

One of the most critical aspects of the Capture and Proposal Process is a comprehensive Competitive Assessment. Many teams don't spend the time needed for an honest and comprehensive Competitive Assessment. Teams will spend hundreds of thousands or millions of dollars of Bid and Proposal (B&P) to write a great proposal but often don't take the time and effort to truly understand their competition. Great proposals don't win if the competition writes a better one. Many competitive assessments are generic and just provide an overview of a company. This presentation shows you how to perform a Competitive Assessment specific to your particular opportunity. Topics include the importance of an on-going assessment, the expectations of a Black Hat, how to focus on opportunity specific content, understanding a competitive Price-to-Win (PTW), where to find sources of information, and how to perform a simple but effective competitive ranking.



Steve Hennessy has over 30 years of experience in Capture Management, Proposal Management, Business Development, Program Management, and System Engineering. His strong leadership style and solid technical background have helped him win $2.3B in new business for his clients. He is a hands-on leader with a strong record of wins. He has an Electrical Engineering Degree from Clarkson University with a minor in Technical Writing. Steve is a driven leader who has a passion for winning.

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Steve Hennessy
Steve Hennessy


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