In 2004, we launched the first commercially available "How To Do" PTW seminar aimed at helping customers understand
how PTW, whether performed internally or externally, can dramatically improve win rates. The training covers the establishment of an internal PTW capability as well as what any PTW capability should do to help government contractor capture teams build solutions, teams and proposals that are driven by a price that can win.
Since 2004, this seminar has continued to be a huge success, gaining recognition as the leading seminar of its kind and the only one dedicated to teaching how to do PTW. The number of our customers that have staged instances of our private PTW seminar has grown year after year with well over 10,000 students having benefitted from its rigor, insights and practical approaches. Always led by a practicing PTW professional, the PTW seminar helps capture managers, capture teams and business development professionals better understand the processes, tools and information needed to "bake" competitor-driven PTW results into a winning capture strategy and price offering that avoids simply sprinkling PTW findings on top of a "business as usual" capture process as a last minute applique.
More recently, with the growing acceptance of PTW as an internal function, CAI/SISCo has developed a significant practice as PTW coach. Our coaching activities range from: advisory services covering PTW tools, techniques, models, and information handling capabilities; "must win" opportunity specific pricing strategy tune-ups and PTW development assistance; overall BD process improvement; and Gold Team participation.
Recognizing the demand for professional development seminars which are led by actual practitioners and who are experts in their fields prompted us to launch other classes to help firms better understand how to significantly improve win rates.
Government contractors need CAI/SISCo's professional development seminars now more than ever, as firms strive to remain and enhance their edge in the brutally competitive and fast-moving marketplace for solutions, products and services. Government, on the other hand, uses the understanding our training imparts to develop better acquisition practices to ensure the goods and services they acquire deliver promised benefits in a cost-effective manner.
All of our seminars are purposefully designed to impart the information and develop the mindset needed to drive to winning capture strategies and price offerings. The content of our seminars is continually refreshed and enhanced to meet the ever changing and ever growing demands of competitive government contracting.
Professionals from leading government contractors such as Accenture, AT&T, BAE Systems, Boeing, CAE, CSC, Harris, HP, IBM, ITT, L-3, Lockheed Martin, Northrop Grumman, Raytheon and SAIC as well as many other fast-growing small- and medium-sized businesses regularly attend our seminars to learn how to improve win rates and/or develop/improve in-house capabilities.