Customized Proposal Development Training

Business Development, Capture Management, and Proposal Development

• Proposal Development within the Broader Context of Business Development and Capture Management
  
• Having Everyone Speak the Same Business Development “Language”
  
• Role of Proposal Development—Crafting Compliant, Credible, and Compelling Documents (The 3 C’s)
  
• Major RFP Sections
  
• Roles and Accountability
  
• Proposal Directive
  
• Solution Development
  
• Themes
  
• Importance of Storytelling
  
• Building Your Elevator Speeches
  
• Resumes
  
• Project Summaries
  
• Using Graphics to Increase Evaluator Interest
  
• Storyboarding
  
• Review Processes
  
• Vertical and Horizontal Reviews
  
• Sensitivity to the Customer’s Mission
  
• Research Guidelines and Techniques
  
• Writing Guidelines
  
• Your Two Audiences

Responding to an RFP

• So You Have an RFP, Now What?
  
• Where to Begin
  
• Keywords in Context
  
• Interactive, Hands-On Exercise
  
• Section L
  
• Section M
  
• Section C
  
• Proven Process Flow
  
• We Start with a Common Outline
  
• And Then We Annotate the Outline
  
• Understanding & Approach
  
• Approach Section
  
• Interactive, Hands-On Exercise