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Mar 21

Herndon, VA


In this Proposal Writing seminar, you’ll learn how to: • Create a compliance checklist to ensure your written content addresses all requirements • Identify features and benefits that set you apart from the competition • Develop customer-focused win themes • Plan proposal content using techniques such as templates, storyboards, and annotated outlines • Create proposal outlines that are consistent with the proposal instructions and shape the proposal outline based on understanding the evaluation process • Develop graphics with impact—and action captions that underscore key points • Quickly write compliant, responsive, and compelling proposal responses • Recognize good proposal content and use the skills learned in this class to improve your proposal content to better meet professional standards • Practice some basic principles of proposal writing through hands-on exercises Seminar Schedule: 8:00 - Registration and breakfast 8:30 - Why a proposal? Where do proposals fit in the business strategy lifecycle? How does the government evaluate proposals, and how does that affect writers? We’ll examine the various roles on proposals and how they all come together to create a winning effort. 9:00 - Understanding the evaluation process. What is the Government looking for — and how do they review a proposal? 9:30 - Preparing to respond to the RFP. Who are the players on your team? What are the key proposal roles and responsibilities? 10:00 - Building the proposal strategy. Proposals are about the customer—and what’s in it for them. Maintaining a focus on the client, we’ll examine how to use hot buttons and other client concerns to develop winning proposal strategies, including effective discriminators, win themes, and ghosts. We’ll look at how to develop features and benefits. 11:00 - Analyzing the RFP. No one wants their hard work to go to waste—or to find that a proposal was considered unresponsive to the RFP. How does a writer determine what is required and what is desired? What are sections C, L, and M? We’ll introduce how to parse an RFP and discuss why a compliance matrix is a key tool to facilitate proposal evaluation and prevent major proposal problems. 12:00 - Working lunch 1:00 - Coming to grips with the text. Everyone wants to save time and energy writing—and there are some proven tools that help writers do just that. We’ll use a series of exercises to demonstrate how to create a compliant proposal outline—one that allows evaluators to score the proposal easily, gets high marks, and helps integrate the proposal from the beginning. We’ll discuss how an annotated outline can help engineer section and paragraph flow so that your proposals persuade and sell the customer on your solution. We’ll also examine the importance of graphics, demystify the graphics process, and practice creating action captions that create an all-important take-away for each graphic. 2:30 - Writing and Revising. How can writers improve their experience with writing checklists, style sheets, and proposal language do’s and don’ts? What are the techniques for self-editing? What is the purpose of the rainbow of formal reviews? We’ll acquaint writers with what they can expect as the proposal process unfolds. 3:00 - Reviewing the Proposal. What are color teams and why are there so many? Learn about the purpose and outcomes of the various color team reviews. 4:00 - Seminar Concludes

This course is designed for technical and managerial professionals, company executives, and proposal professionals who are called upon to write sections of proposals or lead proposal volumes.

Registration Opens: 01/05/2012 Cost: $695 - Customers of Deltek and Lohfeld Consulting Group can receive a current customer discount of $145 for registering for this class. You can receive an additional $50 discount if you register three or more students or you register for the three classes in this educational seminar series. Additional classes in the series include Learn Proposal Management – How government contractors create winning proposals and Learn Capture Management – How government contractors win business. Breakfast and lunch are included in the registration fee.

Contact Name: Briana Coleman

ph: 703.615.7596 email: BColeman@LohfeldConsulting.com

Company Info:

Lohfeld Consulting Group, Inc.

Nick Wakeman

Nick Wakeman's Business Beat