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Recorded Online Training Session List

The following course presentations have been recorded so that our members can view them at their convenience.

Winning Before the RFP is Released

  • Course Introduction (9 minutes)
  • Achieving Your Pre-RFP Goals: (10 minutes)
  • Introduction to Readiness Reviews: 20 minutes)
  • Introduction to the Readiness Review Forms: (10 minutes)
  • Readiness Review #1: (14 minutes)
  • Readiness Review #2: (33 minutes)
  • Readiness Review #3: (27 minutes)
  • Readiness Review #4: (51 minutes)
  • Customizing the Readiness Review process: (11 minutes)
  • Draft RFPs: (24 minutes)
  • Preparing for Site Visits: (12 minutes
  • Influencing the RFP: (36 minutes)
  • Responding to an RFI: (13 minutes)
  • Is the RFP Wired for Someone Else?: (20 minutes)
  • Waiting for RFP Release: (7 minutes)
  • Bid/No Bid Decisions: (18 minutes)
  • What it Will Take to Win: (14 minutes)

Quick and Decisive Proposal Planning

  • Introduction to Proposal Planning: (37 minutes)
  • Planning Proposal Assignments: (11 minutes)
  • Proposal Schedules: (6 minutes)
  • Proposal Resources: (9 minutes)
  • Teaming Planning and Competitive Assessments: (10 minutes)
  • Proposal Outline and Compliance Matrix: (30 minutes)
  • Introduction to Proposal Content Planning: (14 minutes)
  • What To Do When You Don't Have an RFP: (10 minutes)
  • Win Strategies and Themes: (57 minutes)
  • Preparing For The Kickoff Meeting: (18 minutes)
  • Validating Your Proposal Plans: (18 minutes)
  • Accelerating Your Proposal Planning: (18 minutes)

Successful Customer Contacts

  • Customer Contact Guide: (PDF)
  • Introduction to Customer Contacts: (8 minutes)
  • Customer Contact Goals: (10 minutes)
  • Relationship Marketing: (33 minutes)
  • Planning to Make Contact: (14 minutes)
  • During a Customer Contact: (16 minutes)
  • After a Customer Contact: (5 minutes)
  • Introduction to Customer Contact Tools: (6 minutes)
  • Customer Contact Tool: Strategic Plan: (15 minutes)
  • Customer Contact Tool: List of Contact Targets: (28 minutes)
  • Customer Contact Tool: Contact Plan: (6 minutes)
  • Customer Contact Tool: List of Questions to Ask: (16 minutes)
  • Making Introductions: (10 minutes)
  • U.S. Government Contacts: (13 minutes)
  • Dealing With Difficult Customers: (8 minutes)
  • Planning Contacts by Someone Else: (6 minutes)
  • Unplanned Contacts: (10 minutes)



By Carl Dickson, Founder of CapturePlanning.com



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