In this course you will learn about:

• Creating a successful business development and capture process

• Building a viable pipeline

• Identifying and shaping opportunities

• Defining go/no-go stage gates

• Calculating and using PWIN to score opportunities

• Teaming arrangements, JV arrangements and building the right team for each opportunity

• Evaluating the solicitation and developing a proposal compliance matrix

• Asking the Contracting Officer (CO) the right questions during the solicitation

• Developing a winning theme and proposal

• Pricing strategies

• Building assumptions into your technical and pricing proposals

• What happens after you win:

  • Defending your award

  • Negotiating the contract

  • Performing the contract

• What happens after you lose: asking the CO the right questions during a post-award debrief

• Understanding when to file pre and post award protests

Training may be scheduled over several weeks