Capture planning for Strategic Wins

Workshop Overview

The course will cover key concepts of winning business through proposals. Participants will learn strategies and analyze an RFP, with a focus on compliance. They will learn how to develop a compliance matrix as well as how to use it to help determine the structure and content of the proposal. They will also learn ways to handle the pressure of deadlines while maintaining quality.

Learning Objectives

  1. Define client requirements
  2. Write proposals from start to finish

Workshop Description/Course Outline

Day One

  • Proposal Planning and Rules
  • RFP Analysis
    • Terms and Conditions
    • Scope of Work
    • Evaluation Criteria

Day Two

  • Compliance Matrix Development
    • Format
    • Assumption List
  • Proposal Development
    • Storyboard Telling
    • Executive Summary
    • Content Development

Day Three

  • Graphics Incorporation
    • Tables, charts and figures
    • Color schemes, fonts
    • File size
  • Production and Delivery
    • Editing and Revision
    • Managing a library

Course Duration

3 Days- 24 Hours

Workshop Format

Interactive sessions matched with exercises and discussions.

Intended Audience/Who Should Attend

Bid/proposal managers, Proposal team members: all those involved in developing proposals, Sales, Support staff (graphics pool, secretarial or assistant staff)

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