February 28, 2012

This class provides an overall understanding of the proposal process from win strategy development through production in order to give attendees a context for their work. You will learn what questions should be asked to assure the right background and framework within which to do your work. Attendees are taught the basics of good proposal writing and storytelling. Case studies and exercises are used throughout the class.

All levels of management writing for a proposal can attend this course. Materials and templates will be available to all participants.

"This class has made me rethink how we will write proposals in the future. The techniques I learned will be applied to everything I write." -- Bob Day, Proposal Task Lead, The Shaw Group

"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!" -- Katen T. Farren, Director, Tactical Logistics/Combat Development Joint Logistics Managers, Inc. (JLMI)

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 GovBusDev, 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:

• Overview of the proposal life cycle
• The Early Design Stages: What should they produce for you?
• A Writer's Frame - the document you should work with
• The basics of building an outline for your work
• The Elements of Storytelling
• Good Proposal Words vs. Bad Proposal Words
• 10 Rules to Good Writing
• Sample Practice Workshops
• How to Write on a Deadline
• Creativity - It's not as hard as you think

Schedule:

Price: $545 a $50 saving (regularly $595 - discount only available until 2/14).

*Please read our Seminar Cancellation and Refund Policy