Only the Strong Win

APMP Chesapeake provides a broad range of opportunities to Bid, Proposal, Business Development, Capture, and Graphics Professionals throughout Maryland and the Greater Mid-Atlantic region.Coupled with the goals and objectives of our international organization, APMP Chesapeake strives to promote better business development, acquisition, and education focused on our members and their organizations, and to improve members’ professional knowledge and skills. Our focus is on community engagement; professional development, training, and broader education opportunities; as well as professional certification through the APMP Certification Program.For general information, upcoming programs and events, membership information or other questions – please contact us at:APMPChesapeakeChapter@gmail.com.

APMP Chesapeake

Do the Necessary Analyses Upfront before the Writing to Get the Strengths to Score the Points
to Win!

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:<ul><li>Issues and Key Factor Analysis</li><li>Design Considerations and Notional Winner Benchmark</li><li>Competitive Assessment</li><li>Discriminator Qualification and Gap Analysis</li><li>Win Strategy</li><li>Win Themes and Win Tactics</li><li>Proposal Strategies (Ghosting)</li><li>Integrated Solution Set</li><li>Evaluation Criteria and Strengths</li><li>Value Statements</li><li>Answering “Why Your Company?”</li></ul>Key Take Ways:<ul><li>We are in a thinking person’s business.</li><li>You cannot get the strengths to score the points against the evaluation factors unless you do the necessary upfront analyses.</li><li>Good capture professionals look at the other members of the pursuit team (e.g., proposal managers, solution architects, technical writers) as internal customers.</li><li>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.</li></ul>Speaker: Peter Lierni, Principal, Solutioneering, LLC

APMP members earn 1 CEU for attending the presentation.

Important Note: You only need to register once, for either the live webinar or the presenter materials. If you plan to attend the webinar, you will also have access to the materials following the event; there is no need to register for both.

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You Can Win or Lose in Orals

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Only the Strong Win

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