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Secrets to Success

Business Development courses


Summary:

    Technical Training Short On Site Course Quote

    ATI's Business Development course offers up the secrets to success in business development. The course presents the latest trends and techniques in understanding the sales process, developing a new business funnel, marketing your brand, collecting competitive intelligence and strategizing for a capture win. It is designed to improve how you do business and expand your business capture. A CDRom containing course materials is provided. The basic two-day course is offered in conjunction with two one-day companion business strategy courses: Competitive Intelligence: Practices and Techniques, and The Successful Capture Manager. See below.

    Tuition:

    Instructor:

    Jim Cantrell, President and CEO of Strategic Space Development, is an enthusiastic instructor who is well-known in the field of business development. A founder of several entrepreneurial start-ups, Mr. Cantrell will not waste your time with academic theory but give hands-on examples of the hidden forces at work, show you how to "follow the money" and how to guide a prospect from uncertainty to a high probability sale. Mr. Cantrell has served on major government source selection boards and as an aerospace executive. He provides valuable information, techniques and skills the moment you step out of the course.

    Contact this instructor (please mention course name in the subject line)

    What You Will Learn: This course is designed for the executive, business development professional, small business owner and engineers new to the areas of sales and proposal development. The instructor will lead you through the maze of how buying decisions are made, where to locate and develop opportunities, how to develop a capture and proposal strategy and how to execute that strategy to maximize your win rates.  Also discussed are many of the organizational and management challenges of running new business capture campaigns as well as managing a business development staff.  By attending this seminar you will learn useful techniques for gathering competitive intelligence and winning new business.

    Key Elements:

    • Understanding the sales process
    • Developing the new business funnel
    • The role of marketing and brand generation
    • Developing Competitive Intelligence
    • Proposal strategy development and execution

    Course Outline:

    Business Development 2-day course:

    1. Business development - What it is and how it’s done
    2. Effect of organizational dynamics on the business development process
    3. Market and competitive intelligence
    4. The powerful role of branding
    5. Developing new business leads
    6. Strategic Selling
    7. Capture management
    8. Shaping the competitive landscape in your favor
    9. Proposal strategy development
    10. Source selection activities
    11. Managing business development efforts

    Companion course:

    Competitive Intelligence: Practices and Techniques

    Summary:

      Technical Training Short On Site Course Quote

        This 1-day course is offered as a companion course to Business Development: Secrets to Success. This course focuses on the techniques and approaches for gathering competitive intelligence to support capture efforts. This is an eye-opening view into the world of competitive intelligence gathering, how it is done and some of the pitfalls. A CDRom containing course materials is provided.

      Tuition:

      Instructor:

        Also taught by Jim Cantrell

      What You Will Learn:

        This course demonstrates how to develop open source competitive intelligence from places such as the internet, lobbying reports, SEC filings, professional networks, and conducting information synthesis. Discover the legal and ethical considerations when gathering and using competitive intelligence. Also learn the major stages of a competitive intelligence campaign and how to successfully execute it.

      Course Outline:

      Competitive Intelligence: Practices and Techniques 1-day course:

      1. Competitive intelligence techniques and uses
        • Sources of competitive intelligence
        • Information versus intelligence
        • Standards of information credibility
        • The intelligence analysis process
        • Integration of intelligence into business decisions
        • Pitfalls of competitive intelligence
      2. Competitive intelligence case studies
      3. Mining the internet
        • Closely held companies
        • Publicly traded companies
        • Individuals
        • Products
        • Federal awards and procurements
        • Freedom of Information Request
      4. One-on-one with other professionals, customers, and competitors
      5. Competitive intelligence activities – Approaches and examples
        • Analyzing a competitor
        • Developing a competitive analysis
        • Developing a competitive scoring system
      6. Legal and ethical considerations
      7. Hands-on examples
      8. Operational security considerations

Companion course:

The Successful Capture Manager

Summary:

    Technical Training Short On Site Course Quote

      Make your next capture effort a successful win! This course is for new and experienced capture managers who want to improve their success rate in winning competitive contracts. This course focuses on proven methods to successfully posture your company to win major competitive programs. The course takes you through the capture process from identifying the initial opportunity to preparing for the release of the final request for proposal announcement by the customer. Using real-world examples, this course provides valuable insight into the customers’ perspective and shows you how to beat your competition. A CDRom containing course materials is provided.

    Tuition:

    Instructor:

      Dr. Pat Dougherty, VP, Strategic Planning and DoD Programs of Strategic Space Development has gained a broad understanding of the customer’s needs during his 20-year Air Force career in the acquisition corp. Presently, Dr. Dougherty develops business opportunities and capture strategies for suppliers to DoD and NASA. Dr. Dougherty has served on government source selection panels. Additionally, Dr. Dougherty has 16 years of business development and management experience in the civilian aerospace industry.

    What You Will Learn:

    • How to set up and budget your capture team.
    • Learn to build a relationship with the customer so that they find that have you the solution to their problem.
    • Learn to create a schedule for your capture.
    • Discover how to assess your competition and your own company’s strengths/weaknesses.
    • Address your weaknesses and boost your Pwin.
    • Discover why, “Keeping your management on-board” is so important to your pursuit.
    • Determine when investments make sense.
    • Learn how to generate the price-to-win.
    • Conduct objective Black Hat reviews.
    • Build a winning strategy and avoid the pitfalls that can cause you to lose to your competitors.

      We discuss many examples of real pursuits to learn what works and what doesn’t work. This course is for individuals who are responsible for putting together and executing a strategy to win a competition after the company has made a formal pursue decision. Guaranteed to boost your success in developing and executing a strategy to win a competition.

    Course Outline:

    The Successful Capture Manager 1-day course:

    • What is Capture Management
    • Establishing Your Capture Team and Budget
    • Understanding the Gov Needs and Influencing them
    • Building a Relationship with the Customer
    • Establishing a Capture Schedule
    • Assessing the Competition
    • Collecting Relevant Data
    • Building a Winning Strategy
    • Generating Your Pwin
    • Addressing your Strengths/Weaknesses
    • Investments Considerations
    • Planning for the Proposal
    • Getting Your Management On-Board
    • Helping the Customer find the Right Solution
    • Black Hat Reviews
    • Educate the Customer to Your Final Win Strategy
    • Developing a Price-to-Win
    • Making the Right Bid Decision
    • Capture Management Pitfalls

    Course Combinations and Open Enrollment Tuitions:

    • 3-day (BD/Competitive Intel): $3500
    • 2-day (BD only): $3000
    • 1-day (Competitive Intel): / $1800
    • Customized On-Site Training available.

    Please call us at 410-956-8805 or send an email to ATI@ATIcourses.com.

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