To view the presentation on youtube, please click this link:
During the webinar, the audience will learn how to do the necessary upfront analyses to build an inventory of relevant strengths before any proposal writing to score the points needed to win a competitive pursuit. As part of this discussion, they will learn about how the Solution Engineering Framework™ enables this effort.
The Solution Engineering Framework, a simple, yet powerful, deliberate, collaborative, engineering-based approach to designing winning proposal solutions. It helps develop the supporting narratives needed before you put pen to paper. It is described in detail in the book “Solution Engineering”. Using the framework ensures that the necessary critical thinking happens upfront. You can use this framework immediately, and it complements many of the practices/tools you already have in place.
As part of the webinar, the presenter (Peter Lierni, CAP.APMP and CP.APMP) will layout the business case for the Solution Engineering Framework; explain its components; the rationale as to why the components are ordered the way they are; and key considerations around the components. Key topics include:
Issues and Key Factor Analysis
Design Considerations and Notional Winner Benchmark
Competitive Assessment
Discriminator Qualification & Gap Analysis
Win Strategy
Win Themes & Win Tactics
Proposal Strategies (Ghosting)
Integrated Solution Set
Evaluation Criteria & Strengths
Value Statements
Answering “Why Your Company?”
Key Take Ways:
We are in a thinking person’s business.
You cannot get the strengths to score the points against the evaluation factors unless you do the necessary upfront analyses.
Good capture professionals look at the other members of the pursuit team (e.g., proposal managers, solution architects, technical writers) as internal customers.
Anyone can write a produce a complaint output (most do), but to get an outcome (i.e., a competitive win), you must do the necessary upfront work before the writing ─ there are no shortcuts.
LINK TO REGISTER:
https://www.eventbrite.com/e/only-the-strong-win-tickets-596042006687
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