News & Knowledge Center
Capture Management – How government contractors win business – Nov. 14, 2012
Date: November 14, 2012 08:00 am Location: Herndon, VA
Class date: November 14, 2012
Capture Management is the process used by government contractors to pursue and win new business. In this seminar, you’ll learn the 10-step capture management process developed by Lohfeld Consulting Group, which covers the major capture management activities from identifying and qualifying new business opportunities through RFP release. Additionally, this seminar shows you how to conduct capture reviews and manage the entire capture process. Understanding this process is a must for government contractors.
You will learn how successful government contractors consistently win the programs they pursue. You will take away the Capture Management tools and techniques that your company can apply to make better decisions and increase your win probability. This is a LIMITED CAPACITY event – prompt registration is encouraged.
What you will learn:
In this Capture Management seminar, you’ll learn how to:
- Select and qualify new business opportunities
- Make a rigorous pursuit and bid/no-bid decision
- Develop your Capture Plan
- Create competitive solutions and service offerings that will earn a high score from proposal evaluators
- Position your company to win
- Create effective win strategies that will set your company apart from the competition
- Develop your teaming strategy and select your team members
- Establish your price to win
- Increase your effectiveness in capture activities
Who should attend?
This class is designed for professionals in business development, capture management, and proposal management, as well as company executives and operational managers—including project managers and technical professionals who support the acquisition of new business.
Seminar Schedule:
| Time | Activity |
|---|---|
| 8:00 | Registration and Breakfast |
| 8:30 | Understanding the Business Development Life Cycle – Identifying and Qualifying New Business Opportunities, becoming a capture manager and forming your capture team |
| 9:00 | Understanding and influencing requirements |
| 9:30 | Developing your solution |
| 10:30 | Positioning your company to win |
| 11:30 | Assessing the competition |
| 12:00 | Working lunch |
| 12:30 | Developing your win strategies |
| 1:00 | Using teaming strategies |
| 2:00 | Setting the price to win |
| 3:00 | Assessing risk |
| 3:30 | Conducting capture reviews and managing the capture process |
| 4:00 | Seminar Concludes |
Registration:
- Go to: https://deltek.csod.com/default.aspx?c=generalwebuser&loid=493fe680-bf98-47a9-8f10-775424f86df3
- Select the appropriate class and follow the on-line instructions
Questions? Please contact Deltek University at 1-800-456-2009 x3
Presenter:
The seminar will be taught by Brooke Crouter, Principal Consultant at Lohfeld Consulting Group – a leading provider of proposal management, proposal writing, proposal training, and capture management services.
Brooke Crouter specializes in strategic leadership and coaching and teaches both Capture Management and Mastering Proposal Writing for Technical and Managerial Professionals. She also serves as a Capture Coach and Proposal Manager on major procurements.
Prior to joining Lohfeld Consulting Group, Brooke spent more than 15 years at Booz Allen Hamilton. She helped build the Booz Allen Critical Strategic Initiatives Team, which institutionalized best practices and competitive methods through consulting, coaching, and formal training of capture managers and proposal teams.
Brooke is a former Navy Commander with a specialty in command, control, and communications. Brooke is an honors graduate of the University of North Carolina, holds a Master’s degree in telecommunications from the Naval Postgraduate School, and a certificate in Strategic Studies from the Naval War College. She also holds Foundation-level Accreditation from the Association of Proposal Management Professionals (APMP).
Class location:
The class will be held at Deltek’s facility in Herndon, VA. A continental breakfast and lunch will be served. Deltek is located at:
Deltek 2291 Wood Oak Dr. Herndon, VA 20171
Phone: 1-888-994-6788
Registration Fees:
The cost for the seminar is $695. Customers of Deltek and Lohfeld Consulting Group can receive a current customer discount of $145 for registering for this class.
You can receive an additional $50 discount if you register three or more students or you register for the three classes in this educational seminar series.
Additional classes in the series include Learn Proposal Writing – How to write better technical and managerial proposals that outscore the competition and Learn Proposal Management – How government contractors create winning proposals.
Breakfast and lunch are included in the registration fee.
These classes can also be taught on-site at your company location with up to 25 people in attendance. For private classes, contact Briana Coleman at 703.615.7596 or BColeman@LohfeldConsulting.com
Registration:
- Go to: https://deltek.csod.com/default.aspx?c=generalwebuser&loid=493fe680-bf98-47a9-8f10-775424f86df3
- Select the appropriate class and follow the on-line instructions
Questions? Please contact Deltek University at 1-800-456-2009 x3
