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Opportunity Capture Training

CAI/SISCo is the gold standard provider of a range of professional development seminars that share one common purpose – Significantly improving win rates for competitive government contracts!

Positioning To Win: The 4 Cs of Capture

This 1-day seminar takes a unique approach to effectively plan and execute a successful capture process for any size Government opportunity. It provides both basic and advanced techniques for integrating the four critical factors required for a successful capture – Customer, Competition, Cost, and Capabilities – into an effective and evolving capture plan and Win Strategy.

Traditional capture seminars follow a step-by-step process designed to be executed in a structured, sequential manner. Yet, the pre-proposal phase of government opportunities is anything but sequential or predictable. It is dynamic, fluid and often filled with changing requirements and hidden nuances that require an adaptive approach - one that is both proactive and reactive - to effectively position your team to win.

Working with a highly innovative and dynamic capture process, the subject matter provides a concise, logical but hugely effective capture method that will raise win probability, improve bid competitiveness, and accelerate growth rate. The 4 Cs of Capture method is completely scalable and equally suitable to ‘position to win’ government opportunities ranging in size from $5 Million to over $1 Billion.

This professional development training seminar is led by Ken Laszczych, a seasoned and successful business development and service delivery professional with over 20 years’ expertise in Federal (spanning Homeland Security, Defense, Intelligence and Civilian procurement practices) and commercial markets. Ken is the founder and Managing Director of Strategic Growth Partners, LLC (SGP,LLC) a boutique consultancy specializing in providing capture, proposal and pipeline optimization services to government contractors and domestic and multi-national companies.

Positioning To Win: The 4 Cs of Capture

All SGP, LLC materials are used with the express permission of Strategic Growth Partners, LLC

The seminar imparts valuable insights and information that will lend structure, dynamics and many improvements throughout the Business Development Lifecycle from Opportunity Identification to Pursuit to Capture and through the Bid Review Process to effectively transitioning to Proposal Development.

The 4 Cs of Capture seminar is a 6-segment presentation:

  • Segment 1: The 4 Cs of Capture – an Integrated Dynamic Approach to Winning Business
  • Segment 2: Customer – Driving Best Value Solutions
  • Segment 3: Competition – Sizing up the Market and its Players
  • Segment 4: Capabilities – The Best of the Best
  • Segment 5: Cost – Pay Me Now or Pay Me Later
  • Segment 6: Transitioning to Proposal – The Complete Win Strategy

Who should attend? All of those with key roles in the business development and capture process at firms of all sizes that bid on major government opportunities will benefit from this seminar, including:

  • Capture managers and proposal managers looking to expand their knowledge of the dynamics of capture and how to use them to better lead pursuits and plan, manage and execute the capture phase.
  • Business developers, company owners, sales executives and managers with all levels of experience seeking to gain a better understanding and appreciation for the activities involved in capturing new business opportunities and helping their companies grow.
  • Capture teams, bid team veterans and novices of all types seeking to expand their working knowledge of the capture phase and its environment including deliverables, work products, and critical success factors.

A question and answer session concludes this seminar. Students receive hard and soft copies of course materials and the tools used to plan and execute effective captures.

If you require a detailed seminar outline or wish to discuss the specifics of holding this professional development training seminar in a private setting, please contact Jennifer Weinberg at e-mail or call her at (301) 840 5959.

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