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Lohfeld Consulting Group - Learn Proposal Management Government
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Learn Proposal Management - How Government Contractors Create Winning Proposals

A Lohfeld Consulting Group Proposal Management Class

Retail Price: $695
APMP Member Price: $595 Save $100!

Proposal Management covers the process government contractors use to create winning proposals for full-and-open competitions and task order contracts. Proposal Management follows a structured process comprising a series of scalable actions and steps aimed at creating high-scoring proposals that result in winning bids.

Understanding this process is a must for government contractors. This seminar will teach you how successful government contractors consistently win the programs they pursue. You’ll learn how your company can apply this proposal management process, create better proposals, and apply proven techniques to raise your win probability. This is a LIMITED CAPACITY event – prompt registration is encouraged.

What you will learn:
In this Proposal Management seminar, you’ll learn how to:

  • Work with your Capture Management team and understand how Proposal Management should integrate with Capture to build high-scoring proposals. We’ll examine our government Business Acquisition Framework and the components comprising the BD and Capture Management stages, focusing on opportunity identification and qualification, client interaction and the importance of client intimacy in understanding requirements and objectives, capture plan development, capture team organization, opportunity assessment reviews, positioning, competitive assessments, establishing price to win, and bid/no-bid decisions
  • Plan and conduct effective pre-RFP activities to get a jump start on proposal artifact development and focus proposal resources on pre-proposal preparation activities, including assigning proposal resources, developing a strawman RFP, preparing draft storyboards/annotated outlines, developing early-stage proposal products, finalizing your proposal development plan, planning your kickoff meeting, and conducting a pre-proposal gate review
  • Manage your proposal development process after RFP release, including finalizing and validating your proposal outline, design, and resources; conducting the kickoff meeting; finalizing your solution and storyboards/annotated outlines; writing compliant, compelling, and responsive proposal drafts; conducting structured color team reviews with realistic schedules, inputs, and outputs; developing effective proposal graphics; and producing and quality checking your final proposal
  • Manage quick-response task order proposals as well as more traditional proposals for full-and-open competitions
  • Prepare for proposal submission, conduct your closure strategy, clean up and prepare files for post-submission use, get ready for debriefs, and conduct lessons-learned and continual improvement reviews

Plus—you’ll learn how to use proposal productivity tools—and we’ll give you our favorite templates and checklists to help you better plan and manage your proposals:

  • Capture Plan structure template
  • SharePoint Proposal Workbench Structure
  • SWOT Feature/Benefit/Supporting Example/Theme Template
  • Sample Storyboard
  • Resume Template
  • Past Performance Write-up Template
  • Proposal Management Plan Structure Template
  • Proposal Schedule Samples Template
  • Kickoff Meeting Planner

Seminar Schedule:

8:00 a.m. Registration and Breakfast

8:30 a.m. Introductions

9:00 a.m. Lohfeld Government Business Acquisition Framework overview
and the role of Proposal Management

  • Phase 1 – Opportunity identification and assessment review
  • Phase 2 – Capture Management

10:45 a.m. Phase 3 – Pre-proposal preparation for Proposal Managers

12:00 p.m. Working Lunch

12:30 p.m. Phase 4 – Designing, developing, reviewing, and

submitting your proposal

2:30 p.m. Phase 5 – Post-submission activities for Proposal Managers

4:00 p.m. Seminar Concludes

This full-day course qualifies for 10 APMP Continuing Education Units (CEUs).

Course Instructor

Beth Wingate, AF.APMP, APMP Fellow, 2012 APMP COO and 2010 - 2011 Director of Education, Lohfeld Consulting Group Managing Director, Proposal Development and Corporate Communications

Who should attend?
This class is designed for business development, capture management, and proposal management professionals as well as for company executives and operational managers, including project managers and technical professionals who support new business acquisition activities and need to understand the interrelationships between the capture and proposal phases and the importance of using a structured, repeatable proposal management process. { Order Now }