As we continue to face decreasing budgets from the federal government, federal contractors are increasingly looking for ways in how they identify new business or develop ways to capture new opportunities. Companies often mistakenly deploy standard commercial sales practices to capture federal business or attempt to pursue opportunities without any proper structure, processes, or meaningful goals. To effectively win new federal business, companies and individuals must understand and deploy effective and proven business development and capture techniques that will work for their organization, whether small or large. During this one-day seminar, our instructor guides you through how to properly identify and qualify federal opportunities and then develop effective methodologies for closing those deals. Attendees will gain a thorough understanding of basic business development and capture planning techniques to effectively identify and close opportunities.
Course Description:
Designed for sales executives, business development professionals and capture managers, this course covers introductory topics including opportunity identification, opportunity qualification, effective networking, team member selection, and positioning-to-win methodologies. Attendees will also get a glimpse into business development processes, pipeline development, customer relationship management and maximizing your ability to close a deal. Furthermore, attendees will understand how to begin implementing competitive capture strategies such as differentiating yourself from the competition and developing a compelling win strategy.
Course Topics:
- How to properly develop and manage an opportunity pipeline
- How to maximize your time during networking events and how to network effectively with key individuals
- How to manage customer relationships to grow business
- What are the key elements of the capture process
- How to leverage the capture process to support your business development efforts
- How to differentiate yourself from the competition
- How to develop a winning strategy
Take-Away Tools:
- Sample opportunity pipeline
- Sample capture plan documents
- Course materials
March 8, April 12, May 10, June 14, July 12, Aug. 9, Sept. 13, Oct. 11, Nov. 8, Dec. 6