CAPTURE MANAGEMENT TRAINING
1 Day, Tuesday, March 4, 2014
8:00AM - 4:00PM
Hilton Garden Inn Tysons Corner 

ABOUT THIS CLASS
"Getting ready to win - over and over again"

The class presents a detailed capture process and provides instruction on how to effectively develop new business opportunities and position for a winning proposal effort. A Capture Record template is used to organize the presentation, and is made available to each participant.

The class can be taken by anyone involved in the capture process, or by those who must either oversee or support the process. It provides a practical process to follow with supporting tools, and teaches critical communications, intelligence gathering and marketing techniques that help you select the right opportunities to pursue and develop those opportunities into successful customer relationships.

TESTIMONIALS

“Breaking down capture management into the various components of messaging and relationships was straight-forward and incredibly useful. The instruction was outstanding, as were the instructor, the materials, and the logistics. Well worth the money spent.” David Popelier, Managing Partner FourWinds Limited

“I loved it! A very open workshop where we were encouraged to discuss issues relative to our areas/companies. I loved the common sense approach and ease of following our leader. Great take a-ways for us! Thank you!” Karen T. Farren Director, Tactical Logistics/Combat Development Joint Logistics Managers, Inc (JLMI)

TOPICS

• What is Capture Management - the building blocks.
• Market analysis - what does the Government marketplace look like today, where should you go to sell your services.
• Market positioning - how to raise your market presence, and why it is critical to successful capture.
• How to build customer relationships and how to know you are succeeding.
• Planning and managing a pipeline - how to model your needs, track progress, and make good decisions along the way.
• Analyzing pipeline opportunities to determine if they are worth pursuing - how to find date and score the opportunities, P-Win to Black Hat techniques.
• The seven components of the Capture Record
  
  • 1. Opportunity Data
    • Identifying what the customer needs, and what the customer wants
    • Building a background data library
    • Determine who the competition is
  • 2.Putting together your Capture Team
    • What resources do you need, and when do you need them
    • Using advanced project planning for strategic advantage
  • 3. Understanding the Customer
    • Who are the players, how to determine evaluation board members
    • Buyer-values to hot-buttons to mission, builiding the story
    • Your language - their language, it is critical
  • 4. Strength to Win
    • Strengths and discriminators, what is the difference and how to use them
    • Developing solutions and influencing the customer's needs
    • Building Your Story - tag lines and storylines
    • Price to Compete - Price to Win - Price to Cost
  • 5. Support to Win
    • Which past performance to use
    • What else will help - proof of goodness
  • 6. Capture Execution
    • Call plans
    • Marketing plans
    • Coordination and status tracking
  • 7. Planning your proposal

ABOUT THE INSTRUCTOR

 ALBERT PINES, LEAD INSTRUCTOR

Mr. Pines has worked in marketing, competitive business development, proposal management and orals coaching for more than 30 years. He has extensive experience with both military and civilian agencies having worked with hundreds of small and medium size businesses as well as seven of the 10 largest government contractors. His work has also involved support to numerous multi-national corporations, including governmental and private enterprises in Canada, Europe, Asia and Australia.

As a proposal/orals coach/manager he has developed proposal and presentation architectures and detailed win-strategy designs. He is a life-long student as well as coach in public speaking and presentation techniques, having studied and perfected these skill-sets while an instructor in residence at the Philip Crosby Institute. He is the developer of the Design-iT™ proposal development process and authored the Design-iT Guide to Successful Competitive Orals .

As managing director of 90Degrees of Design, Mr. Pines is involved with the marketing, business development and proposal development operations for client firms serving commercial and federal government customers. During these engagements he is involved in acquisition evaluations, market penetration planning, and capture strategies and proposal development for billions of dollars in contracts.