Hsilver & Associates Header
Business Development and Proposal Preparation - Seminar Agenda

About This Presentation   -   About this Program   -   The New Challenge   -   Seminar Agenda

Part 1 - BUSINESS DEVELOPMENT IN THE NEW HIGH-PRESSURE COMPETITIVE ENVIRONMENT

  • The Hy Silver New Business Development Process – Winning the Race to New Business
  • The Entire Course from Strategic Business Plan to Signed Contract 
  • New Realities — Markets and Customers
  • Finding the Opportunities You Need to be Successful
  • Being the First to Address Emerging Customer Needs
  • Developing New Products and Services
  • Developing New Markets and Opportunities
  • Breaking in with New Customers
  • The BUSINESS DEVELOPMENT PLAN

Part 2 - TO BID OR NOT TO BID—FOCUSING YOUR RESOURCES

  • Using Decision Gates to Focus on the RIGHT Opportunities
  • How to Competitively Assess Opportunities
  • Using Bid Metrics to Increase Your Win Rate
  • The HY SILVER BID DECISION MATRIX

Part 3 - POSITIONING TO WIN—THE CAPTURE PLAN

  • Organizing to Win
  • Understanding and Influencing the Customer
  • Analyzing and Countering Your Competitors
  • Tilting the Table in Your Favor – Helping the Customer Write Key Parts of the RFP
  • Specific Strategies for Offset Competitors

Part 4 - BRILLIANT STRATEGIES

  • Developing Win Factors and Strategies
  • Winning Technical, Management, Risk and Pricing Strategies — REAL CASES
  • Best Pricing Strategies and Tactics

Part 5 - THEMES TO SHOW YOU ARE THE STRONGEST BIDDER

  • The Types and Elements of Effective Themes
  • Using Neutralizers, Turnarounds, Exploitables
  • Themes that Really Impact the Evaluation
  • How to Determine Programs Win Themes

Part 6 - THE INTELLIGENCE GAME

  • The Information Needs List
  • Sources of Customer and Competitor Information
  • Understanding What You Know and Don’t Know
  • Avoiding Procurement Integrity Issues — REAL CASES
  • Tricks of Intelligence Gathering You Always Wanted to Know

Part 7 - SETTING UP THE WINNING CONTRACTOR TEAM

  • Knowing When to Team
  • As a Prime Getting the Key Subcontractors on Your Team
  • As a Subcontractor Getting Onto the Winning Team

Part 8 - HOW CUSTOMERS REALLY PICK THE WINNER

  • Understanding Customer Selection Procedures
  • Governments —Prime Contractors What is Evaluated and How
  • Understanding Who the Customers Are and What They Are Looking For
  • Understanding Evaluators - Who Really Decides and How

Part 9 - CONTROLLING THE PROPOSAL PROCESS TO DEVELOP THE WINNING CONTENT—THE PROPOSAL DIRECTIVE

  • The HSA Proposal Planning and Organization Process
  • Analyzing the RFP — Finding the Hidden Agendas
  • Making Sure Nothing is Missed
  • Writing for Maximum Evaluator Impact
  • Outlines, The HSA Scenario Form, Mock-ups
  • Effectively Using All Computer Tools — Electronic Wall, etc.
  • Writing to Obtain the Highest Score – Weaving in Your Themes

Part 10 - DEVELOPING THE EXTRAORDINARY EXECUTIVE SUMMARY

  • Top Techniques and Tips to Summarize to Get Your Message Across
  • Extraordinary Executive Summary Examples - How You Can Do It

Part 11 - PREPARING THE SUPERB TECHNICAL SECTION

  • Demonstrating Understanding, Soundness of Approach, Compliance, Feasibility, and Superiority
  • Making Your Technical Section Persuasive — Even the Technical Expert Must Sell
  • How to Get Your Technical People to Sell You Their Section

Part 12 - WINNING MANAGEMENT SECTIONS

  • How to be #1 in Management — Every Time
  • State of the Art Management Systems
  • Superior Organization and Resumé Presentations
  • Risk and Opportunity Management

Part 13 - SCORING BIG ON PAST PERFORMANCE

  • The Key Words the Evaluators Want to See
  • Turning Past Problems into Positives
  • Highlighting Successes for Top Scores

Part 14 - PRICING TO WIN

  • Price Strategy — Actual Cost Versus Winning Price
  • How to Baseline for Lowest Price and Still Offer the Customer the Best Solution
  • Dealing with “Best Value,” or “Economic Advantage”

Part 15 - PRO - TIPS FOR STUDIES AND R&D

  • Targeting and Winning the BAAs, NRAs, PRDAs, ATDs, ACTDs, SBIRs, and Grants that Support your Business Strategy
  • Understanding Who the Customers Are and What They Want
  • How to Demonstrate Your Advanced Position
Part 16 - WINNING IN THE HIGHLY COMPETITIVE SERVICE ARENA
  •  As an Incumbent How to Fight Off Challenges
  • As a Challenger How to Unseat an Incumbent
  • How to Find What the Winner is Looking for in Your Proposal
PART 17 — REVIEWING AND SUBMITTING
  • Effective Use of Red Team, Tiger Team, Etc.
  • Effective Reviews to Maximize Score
  • Avoiding Problems with Electronic Submittals
PART 18 — POST-SUBMITTAL MANEUVERS
  •  Developing and Perfecting Oral Presentations
  • Using Discussions to Improve Your Position
  • Developing The Final Proposal and Price
  • Negotiating to Get What You Want
  • Surviving The New Protest Environment — REAL CASES
PART 19 — THE NEWEST TOOLS AND TECHNIQUES
  • Automated Proposal Aids – What Works, What Doesn’t
  • How to Best Use the Internet in All Business Development and Proposal Phases
PART 20 — HOW TO BE A WINNER
  • 10 Keys to Proposal Success
  • Winners on How to Win
  • At the End of The Day - What The Customer Wants

Dates Offered:
Onsites available to be scheduled at your convenience

Seminar dates occasionally change. Please call for confirmation
© H. Silver and Associates. All rights reserved. No portion of these pages may be reproduced without the written consent of the publisher.
Home About HSA Consulting Services U.S. Seminars On-Site Training Testimonials Employment Request Info
Site By Westward Design