To Bid, or Not to Bid - with Jeff Goldfinger
Whether to devote precious proposal resources to a competitive bid process is one of the most consequential decisions that can be made by a Capture Manager. In this presentation, Jeff Goldfinger relates the story of a weighty circumstance where his client was faced with bidding on work for a government customer that had just fired the client for poor performance on a related program. Jeff used an uncommon linguistic technique to diagnose and overcome both his client’s reluctance to bid and the harm done to their reputation to secure a win in the face of strong headwinds. this space to add more details about your site, a customer quote, or to talk about important news.
“Mining for RFP Gold” with Diane Hallock, CF APMP - Diane outlined how client intelligence information can be mined from data related to an organization’s RFP activity, resulting in use for future RFP success to improve an organization’s approach to winning business.
“Five Forces to Help You Win", with Randy Richter - Michael Porter’s 5 Forces model is commonly used to analyze the level of competition within a market. When applied in the context of an opportunity, the model can be used to project how aggressively known players will compete, and whether new players are likely to toss their hats in the ring. Hear how to use this valuable tool to help you aim at the right target – and increase your odds of hitting the bullseye!
Melissa Paye, CF APMP brought us The Proposal Manager as Leader. She shared that Leaders are neither born nor made. They emerge, as circumstances requiring their skills and abilities arise, matching their style and substance with the needs of the moment. Leaders must build trust and communicate well.
Mike Parkinson brought the latest tools and techniques to make professional proposal graphics quickly with little to no money. No design skill needed. All attendees saw the latest trends and received 1,800 icons, Mike’s Graphic Cheat Sheet, his top free and low-cost websites and tools, and more.
Presentation includes a graphics cheat sheet.
Steve Stage presented an introductory look at sound Practices for BOSS Cost Estimating, BOE and Technical Volume Relationship, and value of Coordinated BOE and Technical Volumes.
Jeannette Waldie showed us how to manage content efficiently, so you have the time and energy to implement best practices and effectively target the proposal to win. This presentation will provided valuable techniques to manage proposal teams of any size and obtain proposal content promptly.
Dr. Robert "Bob" S. Frey presented us with three notable ways in which proposal development practices have changed among forward-leaning and highly successful international organizations.
Chris Simmons shared how winning is all about standing out from the competition and capturing the attention and imagination of proposal evaluators. Strong targeted proposal themes can make the difference between winning and losing your next bid.
Bethany Burton. Identifying the need for methods for Competitive Intelligence that encompass gathering, analyzing, and distributing a wide range of actionable information to the capture, proposal, pricing, and management teams.
Christine Campbell showed us how a quality price to win solution addresses the fact that price is only part of the winning equation.
Jenny W. Clark. Using proprietary tools, Jenny showed us how to gain competitive pricing by creating customized rates and pricing models for companies with "what if" scenarios — allowing visualization of future work on costs and pricing so that win rates may be improved.
Marina Goren discussed how being an incumbent used to give you an immediate advantage over the rest of the competition. However, in today's world other strategies and techniques are needed to succeed.