Class Size Limit :: 20
Registration Fee :: $1,695
Volume discounts available. Please contact Shawna Rogers at (719) 255-5215 to discuss rates.
Printable PDF Flyer :: Coming soon!
This four-day program is for anyone who is involved with or participates in capture plans and pricing. Target participants include: Capture managers, senior executives, program managers, sales and marketing, business development professionals, financial/technical professionals, directors and supervisors.
APPLICATION OF LEARNING
This interactive workshop builds practical skills through lecture, discussion, simulations, and exercises, and requires participants to immediately apply what they have learned to their workplaces.
CEUs & CERTIFICATE OF COMPLETION
Participants will receive a Certificate of Completion from Shipley Associates, and 3.2 Continuing Education Units (CEUs) from UCCS.
PROGRAM FEES INCLUDE
WHAT YOU WILL LEARN
Days 1 and 2 :: Capturing Federal Business
Tuesday, October 13 and Wednesday, October 14 :: 8:00 am - 5:00 pm
This two-day portion will develop your skill leading business pursuits prior to release of requests for proposals, when your competitive potential and flexibility are highest. Through lecture, presentations to course mates, and simulation of the pursuit of a real, competitive opportunity, you will learn to improve your position with your customers before submitting offers.
You will learn about:
Discover how companies that invest in business development before writing proposals bid on fewer opportunities, spend less, but win more often.
Days 3 and 4 :: Pricing-To-Win
Thursday, October 15 and Friday, October 16 :: 8:00 am - 5:00 pm
This hands-on workshop will have you analyzing competitive bids from a customer's perspective to gain understanding of how buyers in structured markets make purchasing decisions. Then, via a case study based on a real-world competitive acquisition, you'll learn about and follow a process for development and exploitation of competitive intelligence to target a price to win.
You will learn to:
During the workshop, you will work with realistic examples of market research, historical contract information, and data about competitors. These will illustrate the kind of information you should seek and use for your own organization's business pursuits.
Please note, this workshop does not cover cost estimation techniques, which will be unique to your organization. It focuses on determining a combination of price and capability that will appeal to your customer's buying style-the price to win.
PROGRAM FACILITATOR :: SHIPLEY ASSOCIATES
OPED in the UCCS College of Business is pleased to partner with Shipley Associates to provide specialized industry training to defense and government contracting and aquisition professionals in Colorado Springs. Program participants value the Shipley blended services model that provides industry-best consultants, trainers, and business development tools. Since 1972, Shipley has supported large and small companies in securing billions of dollars of government and commercial contracts.