Class date: Sun., Oct. 14, 2018 8:00 am – 4:30 pm
Class location: Philadelphia Convention Center (Sponsored by ACT-IAC as a day of training to kick off Imagine Nation – ELC 2018!!)
Note: You do not have to attend Imagine Nation – ELC 2018 or be an ACT-IAC member to attend this class!
Winning proposals have the best and possibly the most strengths. This class sets the framework for how the Government evaluates proposals and what constitutes a strength to Government evaluators. Attendees learn how to perform strength-based capture, strength-based solutioning, and strength-focused proposal reviews as well as write proposal text that highlights those strengths.
What you will learn:
In this Strength-Based Solutioning seminar, you’ll learn how to:
- How the government evaluates proposals and determines strengths, weaknesses, deficiencies and risks
- How to plan and manage effective strength-based solutioning sessions
- How to budget and map strengths for higher scores
- How to write proposal text featuring strengths that are supported by proof points
- How to conduct strengths-based proposal reviews and score your proposal like a Government evaluator
- How to use results to efficiently increase proposal evaluation scores.
Who should attend?
This class is designed for business development, capture management, solution architect, and proposal management professionals as well as for company executives and operational managers, including project managers and technical professionals who participate in solutioning, writing and reviewing proposals.
|8:00||Introductions and purpose|
|8:30||How the Federal Government evaluates and scores proposals|
|9:45||What is a Strength?
Activity: Identifying Strengths
|10:45||Vetting Strengths with the customer as part of capture|
|11:15||Identifying evidence of Strengths
Activity: Identifying proof points to support strengths
Activity: Strength-based solutioning
|1:45||Strength-based proposal writing
Activity: Outlining with strengths
Activity: developing win themes with strengths
|3:15||Strength-based proposal reviews
Activity: Creating a scoresheet for an evaluation subfactor
|4:00||Strength-based lessons learned|
|4:15||Wrap up and Q&A|
Liz Skarlatos, CPP APMP
Liz Skarlatos applies her 30 years of business development, capture management, proposal management, and proposal writing experience to our Capture Management and Strength- Based Winning classes. 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.
The class will be held at:
Philadelphia Convention Center
1101 Arch Street, Philadelphia, PA 19107
The cost for the seminar is $300.
For questions regarding registering for this class, please contact ACT-IAC at 703.208.4800 or ACT-IAC@actiac.org.
Private on-site classes just for your company:
Click here and scroll to “Training Courses” for a listing of additional classes. Any class can also be taught on-site at your company location with up to 25 attendees. To discuss a private training class or our training series and receive a price quote, contact Beth Wingate at 703.638.2433 or BWingate@LohfeldConsulting.com.