Date: April 5-7, 2022 (3-day class)
Time: 12:00-4:00 pm U.S. Eastern each day
Location: ONLINE, LIVE, INSTRUCTOR-LED
In this on-line, instructor-led class, you’ll learn how successful government contractors consistently win the programs they pursue.
Capture management is the process used by government contractors to pursue and win new business. In this online three-module seminar, you’ll learn the 10-step capture management process developed by Lohfeld Consulting Group that covers the major capture management activities from identifying and qualifying new opportunities through developing a value proposition with discriminating strengths in time for RFP release. Additionally, this seminar shows you how to conduct capture reviews and manage the entire capture process to make informed bid/no-bid decisions.
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 interactive course includes discussions, group exercises using virtual break-out rooms, and a video-taped interview with a former government procurement officer addressing salient industry questions.
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. (Eligible for 10 APMP CEUs)
Seminar agenda (three modules over 3 days):
- Understanding the capture continuum
- Identifying and qualifying opportunities
- Assessing risk
- Forming the capture team
- Developing relationships and executing a call plan
- Understanding customer objectives and requirements
- Assessing the competition
- Influencing the solicitation
- Building the team and signing teaming agreements
- Developing your solution and positioning with the customer
- Building a value proposition with discriminating strengths and price-to-win
- Performing capture gate reviews and conducting proposal go/no-go assessments
- Capture management summary and proposal transition
Liz Skarlatos applies her 30 years of business development, capture management, proposal management, and proposal writing experience to our Capture Management class. For the last 14 years at Booz Allen, Liz served as business development manager and capture manager, as well as proposal management expert, primarily focused on Intelligence Community (IC) customers. She grew and maintained a robust opportunity pipeline, developed and maintained key industry relationships and competitive intelligence, developed win strategy for and managed corporate-defined Top 10 captures and proposals, and coached and mentored staff in business development, capture management, and proposal management and execution.
As a senior proposal subject matter expert (SME) in TRW’s Proposal Operations Center, Liz developed and executed proposal win strategy and successfully managed proposals for federal, civil, defense, IC, and international customers. She served as proposal manager, management volume lead, past performance volume manager, staffing volume manager, security volume manager, basis of estimate (BOE) writer, compliance manager, proposal section writer, staffing/resume writer, proposal process trainer, and color team reviewer.
$695 per student includes all training materials and handouts, and live instructor-led training. No discounts are available.
Cancellations and Transfers
Student substitutions are permitted at any time up to the start of the class (please notify your instructor so s(he) can forward the invitation to the substituted student).
Fourteen (14) days or more prior to the start of the class: No charges will be incurred for cancelling or transfer of class registration.
Thirteen (13) days or fewer prior to the start of the class: The full tuition is due. There is no credit available to transfer or refund. If rescheduling, an additional payment in the amount of the new registration will also be due.
Student No Show
If a student fails to attend class, the full tuition is due and there is no credit available to transfer or refund.
Refunds are made upon request only for registrations cancelled fourteen (14) calendar days, or more, prior to the class start date.
No recordings of Lohfeld Consulting Group classes are permitted or available.