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Winning Business: Federal Contract Project Managers Essential Skills and Best Practices
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Learn Winning Business: Federal Contract Project Managers

A Lohfeld Consulting Group Proposal Management Class

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

In this class, project and program managers discover how to grow their contracts and win more revenue by learning how to support business development (BD) and proposal efforts. Even if BD and proposals aren't in your job description, winning contracts is essential to the growth of the company and everyone should be prepared to support that mission. In this course, you’ll learn what the business acquisition lifecycle is and how you can contribute to expanding current contracts and winning new work.

What you will learn:

  • The roles of project managers and operations staff on recompetes and new bids
  • How to prospect for new business
  • How to win your recompete
  • How to support the development of proposals in your company
  • How project managers motivate their operations team to support bids

Seminar Schedule:

Time Activity
8:30 am Breakfast and check-in
9:00 am Roles and responsibilities. We will discuss the potential roles and responsibilities a project manager and corporate staff can play on recompetes and new bids, how the Project Manager can prepare and motivate their staff to support bids, and how to improve collaboration and communications.
10:00 am Good housekeeping. We will discuss the project manager’s responsibility to provide timely and accurate information about their project and maintain excellent past performance references and summaries to support the bid. Additionally, we’ll provide scenarios of information requests corporate staff may be asked to fulfill for a proposal.
11:00 am Prospecting for new business. We will discuss how the project manager and his/her staff can help the company prospect for new business by understanding potential new business targets, what information to collect about the targets, when it should be collected, and how to turn the information into new business.
12:00 pm Working lunch with Case Study Reviews
1:00 pm Win your recompete. We will review how to help influence the recompete in your favor, fairly assess your performance, develop the recompete solution, and review and amend the proposal.
2:30 pm Support other proposals and reviews. We will discuss how the project manager and corporate staff can support other company proposals by providing solution development, pricing, past performance, and proposal review support.
3:00 pm  Win Lab exercise. We will separate into teams and apply everything we have learned to respond to a mini request for proposal. We will pick the winning proposal and review our lessons learned.
4:00 pm Training concludes

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

Who should attend?
This class is designed for program managers, project managers, and anyone who wants to understand how to support proposal development from positions in operations.

For a schedule of public classes, click here. For information on scheduling a private class, click here.