BDI’s capture and proposal training provides your team with the skills and tools necessary to win or retain a government contract. All courses are available in individual or group session format.

Length: One day course

Course Summary: A must for proposal development professionals. This one-day session details the major components of a proven internal B&P process for Government procurements and acquisitions. Topics include: market sector segmentation criteria; opportunity identification and tracking; opportunity screening and target selection; accurate competition monitoring and assessment; bid-no bid procedures; strategic teaming; RFP analysis techniques; site visit and pre-proposal conference protocols; proposal development planning and process (execution); proposal organization and required resources and assets; review teams; graphics development and final production. Extensive Q&A.

Length: Two day course
Course Summary: Follow-on to Prop 100. This two-day session provides hands-on application of real time techniques and simulations using actual RFP to include: RFP requirements definition; compliant summary and annotated outlines; development of compliance matrices; preparation of RFP Evaluation Factors Scoring Tree; theme and discriminator development; development of proposal organization and assignments; preparation of draft storyboards and RFP work packages; moving from outlines to proposal text; development of graphics; and application of proven proposal management tools and techniques.
Length: One day course
Course Summary: This one-day session trains your most talented writer(s) on how to research, prepare, draft and publish a compelling Executive Summary. Topics include: summarizing the most powerful features and benefits of your proposal; developing the story line, conveying the Value Proposition; articulating your company’s Offer Design and major selling points; displaying selection rationale; and setting forth promises and commitments that will resonate with evaluators. We also offer helpful hints on page layout and design for the Executive Summary.
Length: Two hour session
Course Summary: This two-hour session highlights lessons learned on major government procurements over the past 20 years. KSI reviews the good, bad and ugly of important government proposal efforts both successful and unsuccessful. Particular emphasis is placed on what went wrong—and what your company can do to avoid the mistakes of the past. We review elements of both “good” and “bad” RFPs. We highlight both best practices and common mistakes made in getting organized, making bid decisions, teaming, strategy development, customer relations, compliance, packaging, and proposal production. We review a range of potential “red flags” and offer some practical suggestions for recognizing when your company has already been “out-marketed” by your competition. We give sound, real-world tips on what to do, and what not to do, in order to be successful in the government marketplace.
Length: Two day course
Course Summary: Prop 100 and 200 are recommended prerequisites. This two-day session is a must for business development and marketing professionals maintaining leadership positions in pursuit of Government business. Topics include: duties and responsibilities of capture managers; selling to the Government; procurement integrity guidelines and range of permissible contacts with Government personnel; profiling Government decisionmakers; Government requirements definition; pros and cons of competing business models; development of the “Profile of the Notional Winner,” constructing a compelling “Offer Design to Win,” articulating your company’s “value proposition” and selection rationale; conducting “gap analyses” to determine competitive strengths and vulnerabilities; forming strategic alliances with industry partners; promoting goodwill and enhancing the visibility of your bid; developing win strategies and capture plans; performing risk analysis; preparing the internal business case; developing coalitions of support within your company; assessing realistic win probabilities; preparing for negotiations; and sealing the deal. Extensive Q&A.
Length: Two hour session
Course Summary: This two-hour session highlights lessons learned on major government procurements over the past 20 years. KSI reviews the good, bad and ugly of important government proposal efforts both successful and unsuccessful. Particular emphasis is placed on what went wrong—and what your company can do to avoid the mistakes of the past. We review elements of both “good” and “bad” RFPs. We highlight both best practices and common mistakes made in getting organized, making bid decisions, teaming, strategy development, customer relations, compliance, packaging, and proposal production. We review a range of potential “red flags” and offer some practical suggestions for recognizing when your company has already been “out-marketed” by your competition. We give sound, real-world tips on what to do, and what not to do, in order to be successful in the government marketplace.
Length: Two hour session
Course Description: This two-hour session sets forth an entirely new paradigm for proposal reviews, including Pink and Red Teams. Too often, typical proposal reviews lack rigor, fail to provide meaningful guidance, occur too late in the process, and leave the proposal team dispirited and disorganized. KSI’s Win Team Concepts provides the necessary independent review, but without the emotionalism and destruction that often accompany traditional reviews. We offer concrete hints and tools to conduct a thorough review of the document while inspiring the proposal team on to victory. Forms and detailed procedures accompany the seminar.

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