Federal Acquisition Regulation (FAR) requires best value trade-off proposals to be evaluated and scored based on Strengths, weaknesses, deficiencies and risks. To win, your proposal must have the best and possibly the most Strengths. This session, which includes handouts and activities for understanding, will discuss how to use Strength-Based Winning through the phases of the business development life cycle: capture, solutioning, proposal writing, proposal reviews and lessons learned.
Incumbent win rates are declining, with some research indicating that incumbents have the same win probability as challengers. Declining win rates are due to increased market competitiveness and budget constraints as well as decreased brand loyalty. This training session covers five business capture and five proposal strategies to retain customer loyalty, reduce incumbentitis and increase your win probability.