Capture Management Training
Win More Government Contracts and Spend Less Money Doing It.
Over the past 40 years, ERS Advisors' President, Edward Saltzberg has won over $1 billion in government contracts. His two-day capture management training gives govenrment contractors the inside baseball tips need to win in this lucrative but mature competitive marketplace. Delivered remote or at your site. All staff regardless of experience will be transformed.
What It Covers
Day 1: Capture and Pipeline Management
- Topic 1 Performance: The five indicators that measure the health of a business acquisition program and how to use them to improve it.
- Topic 2 Process: How to keep leads from languishing on the bid list.
- Topic 3 Insights: Common sense but not common knowledge tips for beating the competition.
- Topic 4 Approach: How to organize successful pursuits to win contracts - ERS Advisores Bid Decision Pipeline.
- Topic 5 Informed Decisions: Example Management Decision Briefings.
Day 2: Tactics and Techniques
- Topic 6: Capture Principles: Review the stage effective capture efforts for success from Day 1.
- Topic 7: The Capture to Proposal Transition: Vital steps in the shift from capture to proposals. Transition actions often separates the winning from losing pursuits.
- Topic 8: Executive Summaries That Sell: Craft executive summaries as persuasive sales documents, and get the reviewers on your side from the first proposal words they read.
- Topic 9: Effective Proposal Engineering: Develop winning proposal architecture and processes that stand out from competitors.
- Topic 10: Reviewing Proposal Drafts: Learn how to be a constructive proposal critiquer. It is a skill in itself.
Client Testimonials
"Powerfully simple but not simplistic"
"Ed's presentation and delivery were great, probably the best overview of the process I've seen.”
“We have really jump started dialog within our leadership group, including assessment of internal processes and metrics.”