2014.11.20 Lohfeld-NCA conference Capture Management class registration form

What	Lohfeld Consulting Group Capture Management Training Class In conjunction with the APMP-NCA Mid-Atlantic Conference & Expo
When	Nov 20 2014 7:00 AM - 5:30 PM (EST)
Where	Sheraton Tysons Hotel
	8661 Leesburg Pike, Tysons, VA 22182 Map

Registration is now closed for the Lohfeld Consulting Group's Capture Management class.

Please visit our website to see upcoming 2015 class dates.

Course overview:

In this Capture Management course, you will learn how to:

Select and qualify new business opportunities;
Make a rigorous pursuit and bid/no-bid decision;
Develop a Capture Plan;
Create competitive solutions and service offerings that will earn a high score from proposal evaluators;
Position your company to win;
Create effective win strategies that will set your company apart from the competition;
Develop your teaming strategy and select your team members;
Establish your price to win; and
Increase your effectiveness in capture activities.

Capture management can be complex, so we have created a class with a pragmatic approach to capture by distilling the capture process into 9 KPIs (Key Performance Indices), also known as Pursuit Progress Assessments, and Capture Gate reviews.

The 9 KPIs are:

Organizing for success
Customer understanding
Solutioning focused on developing strengths
RFP shaping
Competition analysis
Win strategy development and execution
Teaming strategically
Price to Win development and achievement
Risk assessment and mitigation/retirement

To enhance the learning experience, we use examples from commercial, international, and government bids relevant to a wide range of students.

Schedule:

Time	Content
7:00–8:00 am	Registration and Continental Breakfast
8:00–8:15 am	Welcome and Introductions
8:15–11:00 am	Pursuit Progress Assessments 1-4
11:00–11:15 am	Break with Snacks
11:15–1:00 pm	Pursuit Progress Assessments 5-6
1:00–2:00 pm	Buffet Lunch
2:00–3:45 pm	Pursuit Progress Assessments 7-8
3:45–4:00 pm	Break with Snacks
4:00–5:15 pm	Pursuit Progress Assessment 9 & Capture Gate Reviews
5:15–5:30 pm	Wrap-up / Survey / Class Completion

Instructor:

Our instructor, Tom Gorman, is a Lohfeld Principal Consultant. He leads our Capture Practice and is the architect and Product Manager for our WinCenter™ integrated Capture and Proposal management tool. Though our course is based on industry best practices, Tom applies his 30+ years of experience to keep the students’ interest with practical real-life stories and case studies—so it’s not a day of “death by PowerPoint.”

Class fee includes training materials, breakfast, lunch, and snacks.