Business Development: Strategic Positioning and Tactical Execution

This 1-day public or private seminar imparts a solid basis for understanding the essence of Institutional and Program specific Business Development and Capture Management in support of the capture of major government opportunities. This is not another process focused set of charts, but a how-to for the most important part of competitive business - the account and customer coverage needed for the front-end-of the business. This seminar stresses the important Business Development activities that support the Step (Gate, Tier, etc) process employed by most companies, including detailed first-hand examples and specific tactic-result strategies.

Our seminars are led by a highly experienced Capture professionals. Our instructors provide specific strategies for government technical service and system bids. When employed by a novice or a seasoned professional, these strategies result in a greatly improved competitive position and a higher win rate. Each strategy and technique are described, justified and rationalized in terms of the long-range view of winning government business.

Monthly public seminars are held in the Washington metropolitan area (CAI/SISCo 2010 public seminar schedule). Private seminars are also offered and are a great way to train your entire corporate business development team.

All of those with key roles in the business development and capture process will benefit from this presentation, including:

Government Executives planning on retiring and joining the Industry Workforce in a new business support capacity
Entry-level business development and account managers
Professional business developers with experience who want to renew the basics and gain insight into advanced techniques in today’s institutional customer coverage
Executives with management/oversight of the BD function who want to learn what to expect from BD and how to set incentives to get it
Capture managers who need to know how to use data from call plans, gap analyses and competitive analysis and PTW to incorporate into a winning strategy and proposal
Technical capture participants who want to gain an appreciation of the BD function
Competitive intelligence practitioners who need an overview of the opportunity capture environment with an emphasis on discriminators

Approach
CAI/SISCo will present a 5-segment, 1-day seminar. All slides developed to support this seminar will be made available to each participant on a complimentary memory stick. Seminar segments include:

Segment 1: Account Planning, Pipeline Development and Call planning
Segment 2: Institutional Customer coverage and positioning
Segment 3: Using Outside Data sources and Intelligence Gathering
Segment 4: Capture management, The Federal Procurement Process, and The Federal Budget Cycle. Themes, discriminators, traps, pitfalls and flawed strategies
Segment 5: Using Trade Associations, Conventions, Off-sites and Consultants

To request a detailed seminar outline and a registrations form with price and multiple seat discount information or a proposal for a private PTW seminar, contact David Collins at dcollins@caisisco.com or call him at (301) 254-3560.