1. { Win more business Capture and Proposal Management

2. Introductions

3. 1. Understand your market, clients, competitors and internal strengths and weaknesses – better! Workshop Goals

4. 2. Influence internal contract performance and communicate solution/product strengths to government clients. Workshop Goals

5. 3. Produce proposals more effectively to position your company to win new business. Workshop Goals

6. 1. Proposal Plan 2. Strategy Sessions 3. Solutioning Sessions 4. Proposal Development 5. Production Agenda

7. A. RFP Review and Opportunity Summary B. Roles & Responsibilities C. Compliance Matrix and Assignments D. Solution Overview E. Schedule, Meetings and Review Strategy [The Proposal Plan should be started before the RFP drops. The Proposal Plan can be completed 2- 3 days after RFP drops for immediate distribution and in-depth review at Kickoff meeting.] 1. Proposal Plan

8. Compliance Matrix 1. C. Compliance Matrix RFP Section # SectionProposal Section # AuthorDue Date Compliance Review Strategy Reviewer Status [Compliance Matrix also serves as tracking tool for proposal management start to finish.]

9. A. Opportunity Summary B. Bidder Comparison C. Win Themes and Win Strategy [If a Capture Plan has been produced – transfer information from Capture Plan. And if not – conduct a Strategy Session to discuss client, competitor and company SWOT] 2. Strategy Session

10. Bidder Comparison 2. B. Bidder Comparison Client Hot Buttons WeightCompany SWOT Competitor #1 SWOT Competitor #2 SWOT Competitor #3 SWOT Price Innovation Experience [Identify Client Hot Buttons and Prioritize/Assign Weight, Identify Competitors, Discuss strengths, weaknesses, opportunities and threats of your company and the 3 top Competitors –Results of Exercise: reveals win themes and ghosting exercise that will be used throughout the proposal. ]