federal govt contracting - capture planning: to bid or not to bid

Capture Planning: To Bid or Not to BidUS Federal Government Contracting

Webinar Series - 2016

Presented By:Anna UrmanJUNE 2, 2016

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CALENDAR OF EVENTS:(All Webinars are at 12pm EST & Recorded)

JUNE 1 - Maximizing The Value of Your GovCon Business https://attendee.gotowebinar.com/register/74156936435694851

JUNE 2 - Capture Planning - To Bid Or Not To Bid https://attendee.gotowebinar.com/register/7051206926535220483

JUNE 3 - Teaming Agreements - The Good, The Bad & The Enforceable https://attendee.gotowebinar.com/register/7352313683359938307

JUNE 6 - Teaming With Tribally Owned 8(a) Businesseshttps://attendee.gotowebinar.com/register/4324839202604449539

JUNE 7 - Color Reviews For Successful Proposals https://attendee.gotowebinar.com/register/3973323136181419267

JUNE 8 - Preparing The FSO for a DSS Audit https://attendee.gotowebinar.com/register/423786240906737667

JUNE 9 - Life After 8(a) - Best Practices & Case Study https://attendee.gotowebinar.com/register/6473232146721067779

JUNE 10 - The Politics Of Procurement https://attendee.gotowebinar.com/register/3924758807094447107

JUNE 13 - Contract Administration - Best Practices https://attendee.gotowebinar.com/register/2132047978959217667

JUNE 14 - So You Have A Facility Clearance, Now What? https://attendee.gotowebinar.com/register/9028972158695833091

JUNE 15 - Unsolicited Proposals - Why, What & How.https://attendee.gotowebinar.com/register/4729436391901262849

JUNE 17 - SBIR's - The Good, The Bad & The "How"https://attendee.gotowebinar.com/register/6337198369128857857

2016 US Federal Government Contracting Webinar Series

https://attendee.gotowebinar.com/register/74156936435694851

AGENDA

AGENDA:

• Introduction – HOST

•Introduction - GUEST

• Presentation

•Conclusions

• Q & A

INTRODUCTIONHost

Jennifer SchausAbout The Host

* Approx 20 Yrs in Gov Contracting

* Career: D&B (Govt Division)

Federal Sales & GSA Scheds

* Frequent Speaker: Chambers, NCMA, AFCEA, etc

* Member: WIPG

* Education: Towson University – B.A.

UC Berkeley - Leadership Accelerator

Cornell University - Exec Leadership

Jennifer SchausJennifer Schaus & Associates

* DC Based Consulting Firm

* Over 10 Yrs in Business

* Support Services for Gov Cons

Proposal Writing / Contract Vehicles (GSA)

Sales & Biz Dev

Certifications – SBA 8(a); SDVO; etc.

Events

INTRODUCTIONGuest

YOUR LOGO HERE

Anna UrmanABOUT OUR SPEAKER

• SME: Market Research, Procurement Policy Analysis

• 13 years experience in federal procurement

• JD, LLM – Intellectual Property & Government Contracts

• Hobbies: local politics and animal rescue

Anna UrmanVirginia Procurement Technical

Assistance Program (PTAP)

• PTAP started by Congressional Decree 30 years ago

• Counseling and training

• a few special events with federal/state agency partners

• Stats: 1,300 clients, YTD over 800 prime contracts, $160M – all industries

• 97 PTAP/PTACs in US – www.aptac-us.org

http://www.aptac-us.org/

PRESENTATION

Capture Planning: To Bid or Not to Bid

“Capture Management” = everything a company does to raise its win probability between the time it decides to pursue an

opportunity & the time the RFP is released.

•Used for complex sales: decision by committee = answers must be gathered same way.

•Not enough access, time, knowledge in any one person to respond adequately.

WHO?: Large Business Capture Team

WHO?: SMALL Business Capture Team

How? = Capture Plan

•Tool for reporting, communicating, documenting, and managing resources

•Major Components:• Internal Analysis

• Team / Timeline / Budget / Solution• External Analysis

• Market / SWOT / Customer / Opportunity• Strategy Development• Execution & Monitoring

• Writing / Gate Reviews / Team / Kick-Off

Format – Any “common” to your group

Organization

Sharing

Editable

Where is it going to live?

PROCESS: Always adapting, maturing

CONCLUSIONS

Q & A

CONTACT DETAILS

Ms. Jennifer L. SchausWashington DC

+ 1 - 2 0 2 – 3 6 5 – 0 5 9 8jschaus@jenniferschaus.com

www.JenniferSchaus.com

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Your Name (Arial 14 pt)City, State

PhoneEmail

Website

mailto:jschaus@jenniferschaus.com

http://www.jenniferschaus.com/

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