In business development, the truth is that many busy companies often feel they cannot afford having its personnel attend proposal classes with active RFPs on the street, and have its staff go on for years without attending basic or refresher training. Many companies don’t even know what they are missing, and how much their proposal win rate could improve from proper training.

OST offers training in business development, capture management, and proposal management and writing techniques that have contributed to achieving OST’s 94% win rate for single award, and a 99% win rate for multiple-award ID/IQs. These process and techniques are based on the absolute latest acquisition trends, best practices in capture and proposal management, and actively collected lessons learned.

You can reach similar high win rates when your entire workforce becomes your sales force. By the workforce, we mean not only your business developers, but people who work on the programs, interface with the customer onsite, and help you write proposals. Training your entire personnel in winning business is a smart and rather inexpensive method in comparison with the Return on Investment (ROI) you will get – and other options to help you write winning proposals such as hiring consultants.

We have several FLEXIBLE methods of training your personnel – with at least one option certain to fit your needs:

1. Conduct concentrated one-day classroom “crash-course” training at your company in winning government business, with modules customized to your immediate needs. This training will improve your win rates.

2. Deliver a multiple-day, interactive, in-depth, hands-on workshop series to teach your team the capture and proposal techniques top government contractors use to win nearly every pursuit. This is by far the most effective training, usually delivered over the course of three to six days, customized to your needs. After completing this course, your personnel will have the knowledge and a full suite of capture and proposal tools to grow your company.

3. Deliver the course via webinars. Webinars are live capture and proposal classes delivered over the phone and internet over breakfast or lunch breaks – at a time and for the duration that’s convenient for you. They are your best bet if your workforce is geographically dispersed, and is busy working directly on customer’s projects or proposals. For example, we can do a series of 1-hour or 1.5-hour modules at a time during one or even multiple weeks.

4. Provide just-in-time training for your entire proposal team for your strategic pursuits – in person or via a webinar (that you can record and keep for future use). This will help you increase your probability of winning your must-win proposal.

All of our courses are broken into modules that you can combine in a variety of ways to design a custom course that best suits your personnel’s needs. Here is a standard set of capture and proposal courses that incorporate these modules:

• The Art of Capture
• How to Manage a Winning Proposal
• Writing Better Proposal Sections in Half the Time
• Tools of Persuasion: Win Themes, Executive Summary, Graphics
• Solution Development and Section Content: Management, Technical, Risk, Past Performance, Resumes
• Winning Orals
• Proposal Center Best Practices

The greatest part is that the classes combine not only attractive slides and hands-on exercises, but the detailed manuals with checklists and templates to refer to over and over again. We issue certificates of completion to every participant.

Call us at 301-384-3350 to discuss your training needs.

Here is what our most recent training client, Johns Hopkins University Applied Physics Laboratory, says about our capture and proposal training:

If you don’t have enough personnel to train because yours is a small business, or you are a self-paying professional looking to polish your skills, we have training solutions for you as well.

We periodically offer a series of free and paid webinars from 6 to 12 hours total in duration. They run for 1 hour once a week around lunch time, and are recorded to allow the students who missed a class to catch up. The format is designed to enhance your skills without disrupting your day’s work. Even more importantly, with this training format, you can apply the newly acquired skills immediately to the ongoing efforts and ask the instructor questions during and between classes. Sign up for our ezine to be notified of the schedule of classes. Click here to see our schedule to check what webinars are coming up.