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We are the most qualified company in the market. Why are we losing so many? Have you heard this before? Customer relationships; you will perish without them. You have probably heard this axiom hundreds of times yet you are still bidding with weak customer relationships.
The Capture Planning/Advanced Proposal Writing Seminar expands on the principles taught in our Writing and Managing Winning Proposals seminar. The seminar stresses the need to integrate the sales, proposal management, and proposal writing processes into a single, focused process resulting in stronger customer relationships and more winning proposals.
The seminar answers the questions:
- Why sales and proposal writing should be tightly integrated? How complex products and services are really sold?
- Why are we losing so many proposals?
- Why the Bid/no bid decision isn't a single event and should be a by-product of the sales process?
- Why is there a natural dichotomy between top management and proposal writing?
Identifying Opportunities and Establishing Customer Relationships
- Competition in today's market
- Be there early and hopefully alone
- Build trust and reduce the customer's fears
The Sales Intelligence Questionnaire
- The key to documenting your customer relationship
- A mechanism to strengthen customer relationships
- A basis for the bidding decision
Integrating Sales and Proposal Writing
- The Capture Planning Database; its contents and features
- Development of selling points, corporate qualifications and personnel capabilities
- Proposal scheduling, management, and content development and its relationship to capture planning
A Defensive Proposal
- How proposals are evaluated
- Why your customer wants you to write a defensive proposal
- What is a defensive proposal
- The role of the Proposal Manager
The Proposal Outline
- Why it is the foundation of a winning proposal
- Deconstructing the RFP
- Development of a customer driven proposal outline
The Executive Summary
- Its importance and relationship to capture planning
- When should it be written?
- Who should write it?
The Technical Approach
- The Achilles Heal of proposal writing
- How to solve the "tech writer" problem
- A table driven approach to developing technical and solutions content
The Management Plan
- Why is it different and who should write it
- Use of boilerplate to reduce costs
- Dangers of using boilerplate and how to overcome them
Resumes and Corporate Experience
- The most neglected corporate resources
- Methods for keeping complete and up-to-date
- Use in a proposal
Summary
- Importance of capture planning
- How does it improve customer relationships?
- Customer driven proposals; the key to success
- $500 per person.
- At your company (call 888-661-4094 x18 for quote.)
Those involved in the sales and proposal writing process; sales people, owners, company managers, and proposal managers and writers.
You should attend our Capture Planning/Advanced Proposal Writing Seminar to:
- Increase your revenue by integrating sales and proposal writing.
- Improve you win ratio.
- Write fewer but more customer driven proposals.
Federal Sales Academy Location: Class begins at 9:00 am
All seminars conclude with a Q & A period from 4:30 pm to 5:00 pm
Continental breakfast and lunch are provided
Cancellations
Cancellation notifications must be received one week prior to the seminar date. Upon notification, your registration fee will be refunded less a $100 non-refundable processing fee. Any cancellations beyond the one week period are non-refundable. You may reschedule at anytime; if you reschedule to attend another seminar, we will apply your payment toward your new registration fee. Personnel substitutions may be made at any time. Payment must be received prior to the seminar date. No-shows are liable for the full seminar fee.
