Seminar Agenda
Part 1 — PLAYING TO WIN IN THE NEW ENVIRONMENT • It’s 2008 — Where Do We Go From Here?
• The New Situations — How Different?
• The Impact of Tight Money and Diminishing Markets
• The Fall-Out of Downsizing in the Aerospace Industry
• The New Faces of the International Customer — New Attitudes, New Pressures
• Impact of U.S. and Trans-Atlantic Mergers
• Overall Strategies for the New Era
Part 2 — NEAR-TERM STRATEGY AND TACTICS — THE CAPTURE PLAN • Large Hardware, Small Hardware, Studies, Technical Services
• Determining Basic Program Win Themes
• Early Technical Strategies
• Customer Contact and Influence Plan
• Pricing Strategy and Tactics
• Specific Moves to Offset Competitors
• Countertrade Strategies
Part 3 — STARTING THE CRITICAL PRE-PROPOSAL EFFORT • Organizing the Effort to Have the Greatest Impact on Proposal Quality
• Helping the Customer With the Technical Analysis Requirements Work-Up
• Briefing Techniques That Lead to Serious Intelligence Gathering
• Influencing the Request For Proposal: A Must in Today’s Highly Competitive Market
• Determining How Much the Winning Proposal Should Cost to Prepare
