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)