Cost-Effective New Business Development
List of Lecture Subjects
The following is a list of the lecture subjects and approximate playing times (Total time is 5 hours 20 minutes):
Part I – Introduction: Federal Government Solicitations and How to Win New Business Contracts. (7 minutes)
Part II – Government Solicitations: How Government Prepares its Solicitations for Products and Services and Evaluates Proposals. (42 minutes)
Part III – Analyzing Government Solicitations: How to analyze Government solicitations to be 100% compliant with format requirements and 100% responsive to program requirements. (15 minutes)
Part IV – Win Strategies and Win Themes Development: How to develop effective win strategies and themes to communicate your discriminators. (20 minutes)
Part V – Organizing your Proposal Team and Planning Your Response: How to organize your proposal team and your response to be most effective and most efficient. (30 minutes)
Part VI – Managing Your Response: How to manage your response to save time and Bid & Proposal money.
Part VII – Writing Winning Sales Documents: How to convince the Government to choose you over all others—even those with a lower price. (65 minutes)
Part VIII – Risk Assessment and Mitigation: How to convince your customer that his/her career is safe with your Risk Management Plan. (12 minutes)
Part IX – Integrated Program Management (IPM): Why it’s important and how to do it with a common numbering scheme. (32 minutes)
Part X – Proposal Reviews and The End Game: How to benefit from your last chance to “get it right”.
Part XI – Post Submission Actions: What to do after you submit your proposal. (5 minutes)