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CAPTURE & BUSINESS DEVELOPMENT | Intermediate/Advanced

Friday, May 29, 2015 | 9:40 AM - 10:40 AM
Cirrus

Capture Manager Challenge!
How to Make Internal Organizations Work For
and Not Against Your Strategic Capture Effort


Robert Weissman, CF APMP
Founder and Chairman, Clarus & Fidelis Consulting Corporation

One of the biggest challenges facing any capture manager is the control of internal organizations during the Capture and Proposal period. Internal organization especially ones in large corporation do not necessarily have the same interests or concern as the capture team. We will discuss the following critical aspects of the capture process:
  1. B&P control suggested approaches to monitor and control expenditures without having control of individual timecard submissions.
  2. bases of Estimate development. Controlling what is developed by organizations that must be incorporated into pricing strategies.
  3. Meeting and controlling fiscal decision that effect your bid. How to work within the confines of each organization to ensure that the bid is one competitive and not causing issues with organizational financial goals.
  4. Controlling two star analysis during proposal development. How to keep uninformed senior leaders from destroying an approved strategy.


Bob Weissman, CF APMP, has been winning federal business since 1984. Following his Army career, Mr. Weissman has worked on more than 500 government proposals as a capture manager, proposal manager, writer, or business developer. He has won large-scale projects within DOD, USPS, HHS, DOJ, NASA, and DOE. A large procurement specialist, Mr. Weissman has won more than twenty $100M+ government contracts and numerous GWAC’s.Mr. Weissman has served as vice president of business development for large businesses and has built corporate proposal reuse centers and business acquisition strategies. He is a published novelist and has presented at numerous APMP conferences.

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Bob Weissman
Bob Weissman

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