Proposal Management
	on Tuesday, October 19, 2010 from 7:30am-3:00pm at Marriott Residence Inn Downtown Bethesda in Bethesda, Maryland for only $505 (regularly $525 - discount only available until 10/5)

Bringing home the opportunity...

This class is for people who are or will be proposal managers. It provides detailed instruction on the Design-iTTM proposal process, covering all stages of the proposal development process from win strategy development through production. Templates are used as the basis for discussion, along with interactive practice sessions. All templates are made available to participants. Class can be taken by experienced proposal managers or individuals who are going to become proposal 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:

• Class Outline:
• •Overview of the Proposal Life-Cycle
• •Turning a Capture Record into a Win Strategy
• •Developing the Proposal Architecture - a map to the proposal structure and compliance
• Appearance - cover to cover
• L-M-C map
• Writers and page counts
• Mapping the Win Strategy
• Developing the Themes
• •Exercise - A Proposal Architecture
• •Building the Proposal Schedule
• •The First Data Call (Who are those teammates?)
• •Holding the Kick-Off
• •Getting Your Team Ready
• •The Proposal Blueprint - everything you need to start writing
• Formulating the right structural questions for the writers
• Developing your graphical story
• Collecting your proof points and short stories
• Building your information elements
• •Exercise - Facilitating a graphical storytelling session
• •Framing - building the writers document
• •Color Team Reviews - how to make them useful
• •Writing Guidelines - what makes for good proposal writing
• •Engineering the Proposal - developing a proposal that presents well
• •Driving the Bus - controlling your team, your document and your schedule

Schedule:

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

Register Online: