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Workshop Overview Learn how Government and National Laboratories do business to improve your marketing presence. Learn the Five-Phases of any successful Business Development effort to improve your WIN-rate. Learn the rigorous 17-Step Proposal Development Process to remain on track. Learn how to make a good proposal great and avoid common mistakes. This program will deliver invaluable methods and insights to improve your WIN-rate and make the best use of your valuable time. Who Should Attend Proposal Managers, Capture Managers, Business Development Managers, Subject Matter Experts, Contract Specialists, Consultants, Graphics Illustrators, Administrative Support People, anyone in your company involved in developing business and proposals. Workshop Outline I. Learn how the Federal Government and National Laboratories Conduct Business
a. Government contracting basics
b. What customers are buying c. How customers buy it d. Lessons Learned from mistakes by others II. Overview and Getting Started
a. You must sell your ability to do the job if awarded the contract
b. The Five Phases of a successful proposal effort |
III. Government RFP Development
a. What occurs before you receive the RFP
b. Who is involved in the process c. Opportunities to gather information d. Opportunities to network and influence the RFP IV. Marketing to Government
a. Forming your team
b. Organizing your resources to make the best use of your time c. Developing your Win Strategy and Theme and their Role in Strategic Planning d. Bid/No-Bid Decision e. What Facilities are necessary to help ensure success V. The Proposal Development Process
a. Learn the rigorous 17-Step Proposal Development Process
b. The 4-Levels to making a good proposal great c. Developing Winning Proposal Presentations d. Formulating Possible Questions and Answers e. Dress Rehearsals VI. Government Proposal Evaluation
a. What occurs during Proposal Evaluation
b. Interactions between offeror and government VII. Contract Negotiations and Proposal Debrief
a. The Proposal Debrief – it’s important whether you WIN or not!
b. Customer Relationship Maintenance VIII. Resources |
Exercise Content
• Performance-Based Service Contract
• Stringent Quality Requirements
• Indicative of Trends in Government Contracting
• Indefinite Delivery/Indefinite Quantity-type contract
Instructor Bio Joseph Jablonski formed Technical Management Consortium, Inc. in 1990 to apply quality management practices as a competitive positioning tool. He successfully led proposal teams in securing competitive awards in a myriad of areas; Just-in-Time (JIT) contracts; Test & Evaluation (T&E); Research & Development; Staff Augmentation; Electrical Contracting; Prototype Development and others. In addition, he assisted a client to become one of thirteen remaining Strategic Suppliers to Ford Motor Company out of 300 initial competitors. Joseph is a certified Level III Acquisition Professional specializing in Science & Technology. He received his B.S. and M.S. degrees in Mechanical Engineering from the University of New Mexico and is listed in Who’s Who in U.S. Executives, the International Who’s Who in Quality and is a member of the Association of Proposal Management Professionals (APMP) |
