 TECHNICAL MARKETING AND PROPOSAL PREPARATION
Seminar Agenda
Part 4— INTELLIGENCE GATHERING STRATEGIES AND SPECIFIC TACTICS
• Long-Term and Near-Term Intelligence Gathering
• Analyzing Intelligence Information for its Hidden Themes and Win Points
• Simulating the RFP Before It Arrives
• Customer Interface Strategies:
Aerospace, Defense, Computers, Telecommunications, Environmental, Construction, and State and Local Competitions
• Specific Intelligence Gathering Techniques You Always Wanted to Know
Part 5— DEVELOPING AND CONTROLLING THE PROPOSAL CONTENT
• Overall Proposal Planning and Initiation
• The Best Writing Aid — The Scenario III System:
Exemplary Scenarios From Actual Proposals
• Developing and Implanting the Specific Themes
• Writing for Maximum Customer Comprehension
• Addressing the Actual Evaluation System
• Writing to Obtain the Highest Score
Part 6— SOLVING THE RIDDLE OF THE CUSTOMER’S EVALUATION AND CONTRACTOR SELECTION PROCESS
• How the Customer Organizes for Contractor Selection
• Customer Contract Selection Procedures — U.S./Europe/Middle East — Governments — Prime Contractors
• Criteria, Factor, Sub-Factor and Standards Systems
• Analyzing the RFP — Finding the Hidden Agenda:
Work Statement and Specifications
Proposal Preparation Instructions
• Contractor Selection Simulation — Ingenious New Techniques |
