Seminars Capture Management
	on Tuesday, September 21, 2010 from 7:30am-3:00pm at Marriott Residence Inn Downtown Bethesda in Bethesda, Maryland for only $505 (regularly $525 - discount only available until 9/7)

Getting ready to win - over and over again

This class is for people who will be deeply involved in the Capture Management process. The class presents a detailed capture process and provides instruction on how to effectively develop new business opportunities to position for a winning proposal effort. A Capture Record template is used to organize the presentation, and is made available to each participant. Class can be taken by experienced capture managers or individuals who are going to become capture managers.

Presenters:

• Al Pines, Lead Instructor
• Mr. Pines has worked in marketing, competitive business development, proposal management and orals coaching for more than 30 years. His experience covers a wide spectrum of US government agencies and numerous Fortune 1000 and 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 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-iTTM Orals Presentation Guide.As managing director of 90Degrees of Design, Mr. Pines is often called upon to consult on the sales, marketing and proposal development operations for a number of technology and management consulting firms serving commercial and federal government customers. During these engagements he has been involved in acquisition evaluations, market penetration planning, and capture strategies and proposal development for billions of dollars in contracts.Mr. Pines has an excellent working knowledge of systems engineering, systems integration, strategic business planning, quality management, and process re engineering and performance management.With his business development and technical understanding and experience, he has advised customers on business ventures/opportunities to include the full life-cycle of competitive business acquisition.
• Tom Basile, Assistant Instructor
• Mr. Basile has over 25 years of federal sales and business development experience spanning multiple disciplines including information technology, engineering, environmental protection and health care. Mr. Basile has held senior executive sales positions with Halifax Corporation, Federal Data Corporation, Grant Thornton LLP, ICF International, Sage Systems and Price Waterhouse. During his tenure, he has implemented capture strategies for major program initiatives for executive civilian and DoD agencies and military branches. He has authored numerous articles on capture management and competitive business development practices for increasing government business.
• Currently, Mr. Basile is a partner in Seneca Creek Consulting, a firm that specializes in assisting companies desiring to penetrate or expand work in the federal marketplace. In this capacity, he works with large and small companies providing business development advice and guidance for penetrating senior leadership in specific agencies, major programs, and prime contractors.

Topics:

• Capture Management
• Getting ready to win - over and over again
• This class is for people who will be deeply involved in the Capture Management process. The class presents a detailed capture process and provides instruction on how to effectively develop new business opportunities to position for a winning proposal effort. A Capture Record template is used to organize the presentation, and is made available to each participant.
• Class can be taken by experienced capture managers or individuals who are going to become capture managers.
• Class Outline:
• •Market analysis - where should you go to sell your services
• •Building a relationship before the opportunity
• •How to know which opportunity is yours
• •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
• Who is the competition
• 2.Putting together your Capture Team
• 3. Understanding the Customer
• Who are the players
• The two types of hot-buttons
• Your language - their language
• 4. Strength to Win
• Strengths and discriminators
• Developing solutions and influencing the needs
• Black Hats and Ghosting
• Developing your team
• Price to win
• 5. Support to Win
• Which past performance to use
• What else will help - proof of goodness
• 6. Capture Execution
• Call plans
• Marketing plans
• Administrative trivia that counts
• 7. Planning your proposal

Schedule:

7:30am-8:00am Registration

8:00am-3:00pm Seminar with Continental Breakfast and working Lunch

Location:
Marriott Residence Inn Downtown Bethesda
7335 Wisconsin Avenue
Bethesda, MD 20814
Phone: 301.718.0200
More information is available.

Register Online: