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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!

How To USE Competitive Analysis & Price To Win (PTW)

This 4-hour seminar imparts a solid basis for helping capture team members understand and use Competitive Analysis and PTW deliverables by walking participants through the results of a typical study. Each deliverable item is described and discussed to ensure participants understand: what they are, what they mean, and how and when they should be employed to shape winning solutions, proposals and prices.

The seminar is led by Tony Constable, a veteran Price To Win (PTW) and competitive analysis practitioner with over 30 years experience across more than 1,650 major complex opportunity engagements. The content has proved invaluable for galvanizing capture teams' attention on price as they approach major "must win" and other acquisitions.

This seminar is only offered privately. It can be staged anywhere for audiences of any size and is usually provided to firms whose capture personnel have already been through our "How To DO Competitive Analysis & Price To Win (PTW)" seminar since it serves to translate the concepts and realities learned into actionable bid shaping imperatives. Taken together these two seminars present a great way to train and change minds within any business development team.

To request a detailed seminar outline or a proposal for this PTW seminar, please contact Sherby Weinberg at e-mail or call her at (301) 717-9718.

All of those with key roles in the business development and capture process will benefit from this seminar, including:

  • Capture managers, who will receive a solution-to-price view of the competitors likely PTW & opportunity capture environment;
  • Veteran bid pricers, who will get a PTW & pricing refresher course and update;
  • Non-pricing bid team veterans, who will gain an appreciation of the PTW and the bid pricing issues;
  • Novice bid participants of all types, who will get an overview of the opportunity capture environment with an emphasis on PTW and pricing; and
  • Capture teams, who will have the opportunity to focus on PTW thinking and its relevance to an upcoming major bid.

Key topics include:

  • The levels of PTW -- based on customer budgets, based on competitor past behaviors, and resulting from a detailed 'bottoms up' basis of estimates analysis, including the effects of likely competitive bid team gaming;
  • How PTW fits into the overall business development process;
  • How to establish your own internal PTW capability;
  • Modeling -- a 'how to' using CAI/SISCo's 3-Phase, 10-Step competitive analysis/PTW process;
  • Methodology and tools;
  • Supporting bid/no bid decisions, initial submissions and BAFOs; and
  • Information sources and data gathering techniques in support of successful analysis.
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