OST Apprenticeship program

Apprenticeship Program – U.S. DOL Approved

To help eliminate skills and knowledge gaps in BD, Capture, and Proposals for yourself or your organization, we have created a comprehensive Apprenticeship program officially approved and registered by the U.S. Department of Labor. Any employer in the United States can send personnel to our Bid & Proposal Academy that involves 310 hours of virtual instruction combined with on-the-job learning. The Apprenticeship Certificate is recognized nationwide.

Course Content

Lesson 1: Federal Contracting Knowledge

Lesson Content

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Module 1: The Big Picture

Module 2 – The Basics of Government Business Development

Module 3: Federal Market Overview

Module 4: Budgeting and Timelines

Module 5: Small Business and Socioeconomic Set-Asides

Case Study: Small Business and Socioeconomic Set-Asides

Module 6: How Government Contracts with Industry

Module 7: Contract Types and Evaluation Criteria

Discussion: Contract Types and Evaluation Criteria

Module 8: Market Research

Group Practice: Market Research

Module 9: Pipeline as the Foundation of Business Growth

Module 10: Four Most Frequently Used Techniques to Fill Your Pipeline

Module 11: Technique 5: How to Identify and Leverage Sole Source Opportunities Whether Your Business is Small or Large

Module 12: Less Frequently Used but Important Techniques for Building Your Pipeline

Module 13: Strategic Business Development Planning

Discussion: Strategic Business Development Planning

Module 14: Marketing to the Federal Government

Critique: Marketing to the Federal Government

Module 15: Additional Marketing Techniques Relevant to Federal Government

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Lesson Content

Lesson 2: Market Research, Pipeline Development & Opportunity Qualification

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Module 1: Capture Process Overview

Module 2: Class Assignment Overview

Module 3: Six Types of Customer Decision Makers

Module 4: Identifying the Customer and Building Relationships

Exercise: Identifying the Customer and Building Relationships

Module 5: Contacting the Government

Exercise: Contacting the Government

Module 6: Collecting Information from the Customer

Exercise: Collecting Information from the Customer

Module 7: Shaping the Requirements

Module 8: Vetting Your Solution

Module 9: Intelligence Gathering

Exercise: Intelligence Gathering

Module 10: Win Strategy Development

Exercise: Win Strategy Development

Module 11: Identifying Competitors

Exercise: Identifying Competitors

Module 12: Collecting Information About Competitors

Exercise: Collecting Information About Competitors

Module 13: Competitive Analysis Steps

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Module 2: Strategic Planning, Market Research, & Marketing

QA: Strategic Planning, Market Research, & Marketing

Module 3: Pipeline Development & Opportunity Qualification

QA: Pipeline Development & Opportunity Qualification

Lesson Content

Lesson 3: Capture Process and Customer Engagement

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Intro – Advanced Capture Management

Module 1- The Big Picture, Roles and Process

Module 2- Creating Lasting Customer Relationships

Module 3 – Gathering Intelligence Like a Pro Part 1

Module 3 – Gathering Intelligence Like a Pro Part 2

Exercise 1 – Gathering Intelligence Like a Pro

Exercise 2 – Gathering Intelligence Like a Pro

Exercise 3 – Gathering Intelligence Like a Pro

Module 4 – Developing a Win Strategy that Packs a Punch

Exercise – Developing a Win Strategy that Packs a Punch

Module 5 – Advanced Competitive Analysis Part 1

Module 5 – Advanced Competitive Analysis Part 2

Exercise 1 – Advanced Competitive Analysis

Exercise 2 – Advanced Competitive Analysis

Module 6 – Teaming

Module 7 – Solution Development Part 1

Module 7 – Solution Development Part 2

Exercise – Soution Development

Module 8 – Capture Process Management

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Module 4: Capture Overview & Customer Engagement

QA: Capture Overview & Customer Engagement

Lesson Content

Lesson 4: Information Gathering and Win Strategy

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Intro: Proposal Theme Statements and Win Strategy

Module 1: Understanding Win Themes

Module 2: The Anatomy of a Win Theme

Module 3: Developing Compelling Theme Features

Module 4: Developing Persuasive Theme Benefits

Exercise: Developing Persuasive Theme Benefits

Module 5: Developing Strong Proof Points

Discussion: Developing Strong Proof Points

Module 6: Win Themes Development Techniques

Exercise: Win Themes Development Techniques

Module 7: Focusing on the Customer Using Hot Buttons

Exercise 1: Focusing on the Customer Using Hot Buttons

Exercise 2: Focusing on the Customer Using Hot Buttons

Module 8: Using the Secret Sauce of Win Themes Development

Exercise: Using the Secret Sauce of Win Themes Development

Module 9: Refining Your Themes

Exercise: Refining Your Themes

Module 10: Turning Win Themes into Win Strategies

Exercise: Turning Win Themes into Win Strategies

Module 11: Presenting Your Themes in the Proposal

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Module 5: Information Gathering and Win Strategy

QA: Information Gathering and Win Strategy

Lesson Content

Lesson 5: Competitive Analysis and Teaming

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Intro – Competitive Analysis Black Hat & Price to Win (PTW) with AI Insights

Module 1 – Importance of Competitive Analysis in the Business Development Lifecycle

Exercise – Importance of Competitive Analysis in the Business Development Lifecycle

Module 2 – Laying the Groundwork for Competitive Analysis

Module 3 – Identifying the List of Competitors and Preparing for the Black Hat

Exercise – Identifying the List of Competitors and Preparing for the Black Hat

Module 4 – Performing the Competitive Analysis Part 1

Module 4 – Performing the Competitive Analysis Part 2

Module 4 – Performing the Competitive Analysis Part 3

Module 4 – Performing the Competitive Analysis Part 4

Module 4 – Performing the Competitive Analysis Part 5

Module 5 – Developing a Competitive Analysis-Based Win Strategy

Exercise – Developing a Competitive Analysis-Based Win Strategy

Module 6 – Price to Win Principles and Process

Module 7 – Gathering Information for the PTW Effort

Exercise – Gathering Information for the PTW Effort

Module 8 – Performing the PTW Analysis

Exercise – Performing the PTW Analysis Exercise

Module 9 – Mastering the Labor Rate Analysis

Exercise – Mastering the Labor Rate Analysis

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Module 6: Competitive Analysis and Teaming

QA: Competitive Analysis and Teaming

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Lesson 6: Developing a Compliant & Compelling Proposal. Part 1

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Module 1: Proposal Management Success Factors and Process

Discussion: Proposal Management Success Factors and Process

Module 2: Analyzing the RFP

Assignment 1: Analyzing the RFP

Module 2: Analyzing the RFP Section 2

Assignment 2: Analyzing the RFP

Module 3: Understanding Compliance

Assignment: Understanding Compliance

Module 4: Outlining the Proposal

Assignment: Outlining the Proposal

Module 5: Annotating the Proposal Outline

Assignment: Annotating the Proposal Outline

Module 6: Understanding Evaluation Criteria

Assignment: Understanding Evaluation Criteria

Module 7: Using Work Packages (Storyboards) Versus Annotated Outlines

Recap: Using Work Packages (Storyboards) Versus Annotated Outlines

Module 8: Conducting a Successful Proposal Kickoff

Assignment: Conducting a Successful Proposal Kickoff

Module 9: Developing a Proposal Plan

Assignment: Developing a Proposal Plan

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