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Capture Planning: To Bid or Not to Bid US Federal Government Contracting Webinar Series - 2016 Presented By: Anna Urman JUNE 2, 2016

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Page 1: 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

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
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Page 2: FEDERAL Govt Contracting - Capture Planning: To bid or not to bid

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
https://attendee.gotowebinar.com/register/7051206926535220483
https://attendee.gotowebinar.com/register/7352313683359938307
https://attendee.gotowebinar.com/register/3973323136181419267
https://attendee.gotowebinar.com/register/423786240906737667
https://attendee.gotowebinar.com/register/6473232146721067779
https://attendee.gotowebinar.com/register/3924758807094447107
https://attendee.gotowebinar.com/register/2132047978959217667
https://attendee.gotowebinar.com/register/9028972158695833091
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AGENDA

2016 US Federal Government Contracting Webinar Series

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
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http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
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AGENDA:

• Introduction – HOST

•Introduction - GUEST

• Presentation

•Conclusions

• Q & A

2016 US Federal Government Contracting Webinar Series

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
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INTRODUCTIONHost

2016 US Federal Government Contracting Webinar Series

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
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Jennifer SchausAbout The Host

2016 US Federal Government Contracting Webinar Series

* 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

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
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Jennifer SchausJennifer Schaus & Associates

2016 US Federal Government Contracting Webinar Series

* 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

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
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INTRODUCTIONGuest

2016 US Federal Government Contracting Webinar Series

YOUR LOGO HERE

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
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Anna UrmanABOUT OUR SPEAKER

2016 US Federal Government Contracting Webinar Series

• SME: Market Research, Procurement Policy Analysis

• 13 years experience in federal procurement

• JD, LLM – Intellectual Property & Government Contracts

• Hobbies: local politics and animal rescue

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
Page 10: FEDERAL Govt Contracting - Capture Planning: To bid or not to bid

Anna UrmanVirginia Procurement Technical

Assistance Program (PTAP)

2016 US Federal Government Contracting Webinar Series

• 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/
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
Page 11: FEDERAL Govt Contracting - Capture Planning: To bid or not to bid

PRESENTATION

2016 US Federal Government Contracting Webinar Series

Capture Planning: To Bid or Not to Bid

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwiO2Y61htXMAhXEOj4KHVIyAV0QjRwIBw&url=http%3A%2F%2Fwww.maximumachievementprogram.org%2FUS-Government.html&psig=AFQjCNH_uCtE5XiLpVJ62-I-nnqYZNDXgQ&ust=1463160112236474
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
Page 12: FEDERAL Govt Contracting - 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.

2016 US Federal Government Contracting Webinar Series

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
Page 13: FEDERAL Govt Contracting - Capture Planning: To bid or not to bid

2016 US Federal Government Contracting Webinar Series

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
Page 14: FEDERAL Govt Contracting - Capture Planning: To bid or not to bid

WHO?: Large Business Capture Team

2016 US Federal Government Contracting Webinar Series

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
Page 15: FEDERAL Govt Contracting - Capture Planning: To bid or not to bid

WHO?: SMALL Business Capture Team

2016 US Federal Government Contracting Webinar Series

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
Page 16: FEDERAL Govt Contracting - Capture Planning: To bid or not to bid

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

2016 US Federal Government Contracting Webinar Series

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
Page 17: FEDERAL Govt Contracting - Capture Planning: To bid or not to bid

2016 US Federal Government Contracting Webinar Series

Format – Any “common” to your group

Organization

Sharing

Editable

Where is it going to live?

PROCESS: Always adapting, maturing

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
Page 18: FEDERAL Govt Contracting - Capture Planning: To bid or not to bid

2016 US Federal Government Contracting Webinar Series

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
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CONCLUSIONS

2016 US Federal Government Contracting Webinar Series

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwiO2Y61htXMAhXEOj4KHVIyAV0QjRwIBw&url=http%3A%2F%2Fwww.maximumachievementprogram.org%2FUS-Government.html&psig=AFQjCNH_uCtE5XiLpVJ62-I-nnqYZNDXgQ&ust=1463160112236474
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
Page 20: FEDERAL Govt Contracting - Capture Planning: To bid or not to bid

CONCLUSIONS

2016 US Federal Government Contracting Webinar Series

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
Page 21: FEDERAL Govt Contracting - Capture Planning: To bid or not to bid

Q & A

2016 US Federal Government Contracting Webinar Series

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwiO2Y61htXMAhXEOj4KHVIyAV0QjRwIBw&url=http%3A%2F%2Fwww.maximumachievementprogram.org%2FUS-Government.html&psig=AFQjCNH_uCtE5XiLpVJ62-I-nnqYZNDXgQ&ust=1463160112236474
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=RbuqjHmTqBg_vM&tbnid=H47aHRg9egymoM:&ved=0CAUQjRw&url=http%3A%2F%2Fzentek.co.in%2Foverview.php&ei=CkAvUrOhDZTD4AP01oDYDw&bvm=bv.51773540,d.dmg&psig=AFQjCNHDyrY4A5l6tF0dhRgbxNT2KOUJdw&ust=1378914690401747
Page 22: FEDERAL Govt Contracting - Capture Planning: To bid or not to bid

CONTACT DETAILS

Ms. Jennifer L. SchausWashington DC

+ 1 - 2 0 2 – 3 6 5 – 0 5 9 [email protected]

www.JenniferSchaus.com

------------------------------

Your Name (Arial 14 pt)City, State

PhoneEmail

Website

mailto:[email protected]
http://www.jenniferschaus.com/
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
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Page 23: FEDERAL Govt Contracting - Capture Planning: To bid or not to bid

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
https://attendee.gotowebinar.com/register/7051206926535220483
https://attendee.gotowebinar.com/register/7352313683359938307
https://attendee.gotowebinar.com/register/3973323136181419267
https://attendee.gotowebinar.com/register/423786240906737667
https://attendee.gotowebinar.com/register/6473232146721067779
https://attendee.gotowebinar.com/register/3924758807094447107
https://attendee.gotowebinar.com/register/2132047978959217667
https://attendee.gotowebinar.com/register/9028972158695833091
http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3Pxoda5NDvMVNM&tbnid=nRFTZSTJ3pc1KM:&ved=0CAUQjRw&url=http%3A%2F%2Ffanaticcook.blogspot.com%2F2010%2F05%2Fmeat-and-potatoes-dietary-pattern-and.html&ei=yCAuUq-4M5f84AO5goGoBg&bvm=bv.51773540,d.dmg&psig=AFQjCNGEae3x_2SseDVu1ZVdpZ0X09YEsQ&ust=1378841151022396
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Bid Protest Fundamentals - Government Contracting

FEDERAL Govt Contracting - Unsolicited Proposals

Request for Proposals (RFP) for Job Order Contracting (JOC ... · PDF fileJob Order Contracting (JOC) Construction ... Pre Bid Proposal Meeting . ... The purpose of the above requirement

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FEDERAL Govt Contracting - The Politics of Procurement

REMC Bid Contracting 101 REMC $AVE Bid Project August 7, 2008 August 14, 2008

BID FORM OF PROPOSAL · 2021. 1. 13. · Page 1 of 7. Effective August 2013 Request for Bid # BID FORM OF PROPOSAL. Department of Procurement, Contracting, & Payment Services PO Box

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FEDERAL Govt Contracting - Strategies For Partnering & Sub-Contracting

FEDERAL Govt Contracting - SBIRs: The Good, The Bad & How

(A Govt. of India Enterprise) - Bsnl-Rgmttcrgmttc.bsnl.co.in › newciviltender › EOI VACANT SPACE_Vellore - II.pdf · Nigam Limited (A Govt. of India Enterprise) in two bid system

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FEDERAL Govt Contracting - So You Have A Facility Clearance, Now What?

FEDERAL Govt Contracting - Contract Administration Best Practices

FEDERAL Govt Contracting - Life After 8a & Best Practices

FEDERAL Govt Contracting - Capture Planning: To bid or not to bid

Bid Document210.212.239.99/electrical2/civ_tender/O_11201811_KNR_6555oknr.pdfBHARAT SANCHAR NIGAM LIMITED (A Govt. of India Enterprise) O/o General Manager Telecom Kannur Bid Document

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Gujarat Technological University No… · 609 C U SHAH GOVT POLYTECHNIC, SURENDRABAGAR O9 ELECTRICAL 3350901 Wiring,estimating,costing and contracting 12-12-2014 609 C U SHAH GOVT

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