Government Contractor Capture Management Training. Learn business development, capture management, Federal proposal writing, and improve your Pwin by training with the experts at https://ostglobalsolutions.com/

1. July 10, 2009
OST Global Solutions, Inc.
Presenter: Olessia Smotrova-Taylor

2.  Starting late, rushing through
 Not knowing what to write
 Lack of substance - boilerplate
text instead of an original solution
 Pricing way off target
 Features without benefits
 Excessive focus on the "WHAT,"
Quickest ways to get an
and not the "HOW” evaluator to fall asleep…
 Structural issues, poor writing,
few graphics, and compliance
problems
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3. Capture is to proposal what
attending the course is to passing
the final exam graded on a curve
“Hope to Win” is not a strategy
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4. Strategic Planning
Implementation Market Research
Pipeline
Development
Proposal Opportunity
Management Identification
Capture Management
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5.  Does the opportunity fit in your strategic
plan?
 Does your portfolio and technical capability
match the requirements – would you be able
to respond?
 Do you have the background and past
performance?
 Do we have the required facilities?
 Do you have the resources to pursue, bid,
and execute?
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6. 1. Customer
• Identify the right decision-makers
• Build the relationship
• Collect and document intelligence
• Vet your solution
• Influence the requirements
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7. 1. Customer
2. Intelligence
Gathering
•Get the right intelligence necessary
to win and stay out of trouble
•Know your sources
•Pass the information to the proposal
team in useful form
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8. 1. Customer
2. Intelligence
Gathering
3. Win Strategy
•Strategic approach
•Effective capture planning and
documentation
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9. 1. Customer
•Identify competitor 2. Intelligence
strategies Gathering
•Exploit their
weaknesses
•Win on approach
and price 3. Win Strategy
4. Competitive
Analysis
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10. 1. Customer
•Pick the right strategy
•Select the best 2. Intelligence
teammates and subs Gathering
•Negotiate for success
5. Teaming 3. Win Strategy
4. Competitive
Analysis
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11. 1. Customer
6. Solution 2. Intelligence
Development Gathering
5. Teaming 3. Win Strategy
4. Competitive
Analysis
•Postulate requirements
•Brainstorm on winning approach
•Determine price to win
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12. www.ostglobalsolutions.com/
art-of-capture
Feel free to contact Olessia:
301-384-3350 (office)
service@ostglobalsolutions.com
www.ostglobalsolutions.com
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