of a Winning Proposal
On-demand training program, plus action guide, and proposal deconstruct
The Building Blocks Program
A losing proposal can take up to four people 30 days to write. That effort can cost your company up $64,000 in time and resources.
This class will teach you how to work on multi-million-dollar winning proposals and when to walk away from a losing bid. The processes and tools you’ll get with this program will dramatically improve your Federal win rate, cut costs and increase profitability.
Who Should Participate?
Building Blocks of a Winning Proposal is designed for proposal writers, managers, business owners, or sales executives who are responsible for preparing proposals. It’s an on-demand four-hour training program, plus all training materials, complete with an example of a proposal deconstruct.
Program Details
In just two 2-hour units, you’ll learn how to identify more opportunities you can truly win. You will also learn how to interpret the solicitation correctly, and be confident you can meet your contract terms and conditions. You will understand how to align and energize your proposal team throughout the process and navigate the pitfalls you can avoid from day one.
You get the steps of organizing and managing a Federal proposal, including:
- How to focus only on the opportunities you can win
- How to predict your chance of winning before you start
- Best practices from success stories and painful losses
- Lessons learned creating the strategy that won $65M in 18 months
- Class materials, tools and templates—ready to go!
This is a self-paced deep dive with customizable templates.
Meet Your Trainer—Eileen Kent
Eileen Kent, “The Federal Sales Sherpa” is an experienced trainer, subject matter expert and Federal sales professional.
Eileen sold and led sales teams, winning millions in Federal business for Brook Furniture Rental in Chicago. Her Federal agency and prime clients include Homeland Security, FEMA, DoD, the Pentagon, White House, US Senate, EPA, FBI, Secret Service, CIA, Defense Logistics Agency, Veterans Administration, Boeing, Lockheed, Bechtel, and Jacobs Engineering.
For over twenty years, Eileen has shared her skills and insights into Federal sales, as a speaker and trainer, with thousands of business owners across America, and she’s trained over ten thousand people in these proved techniques and tactics.
Four hours of recorded sessions (two 2-hour lessons)
Video Lesson 1
Blocks 1-5
- BUILDING BLOCK 1 – RELATIONSHIPS: Who is evaluating your proposal?
- BUILDING BLOCK 2 – RULES & ACRONYMS: What are they, and how do I stay out of trouble?
- BUILDING BLOCK 3 – THE “SECRET” EMBEDDED BLOCK FOR WINNERS ONLY: The revelation that pays for this class ten times over!
- BUILDING BLOCK 4 – BID/NO BID DECISION: Save time and money! Learn how primes filter out the losers.
- BUILDING BLOCK 5 – THE ORGANIZED RESPONSE: How to avoid proposal pitfalls.
Video Lesson 2
Blocks 6-10
- BUILDING BLOCK 6 – THE APPROPRIATE WRITING STYLE: What does the government buyer prefer?
- BUILDING BLOCK 7 – THE “OUTSTANDING” TECHNICAL SOLUTION AT THE RIGHT PRICE: The “Make It Or Break It” building block.
- BUILDING BLOCK 8 – THE COMPLETED “BID” SUBMISSION: Putting it all together, no mistakes allowed!
- BUILDING BLOCK 9 – THE “ORAL PRESENTATION”: How to be the obvious vendor of choice.
- BUILDING BLOCK 10 – THE “BEST AND FINAL OFFER”: Closing the deal in the eleventh hour.
Video Lesson 1
Blocks 1-5
- BUILDING BLOCK 1 – RELATIONSHIPS: Who is evaluating your proposal?
- BUILDING BLOCK 2 – RULES & ACRONYMS: What are they, and how do I stay out of trouble?
- BUILDING BLOCK 3 – THE “SECRET” EMBEDDED BLOCK FOR WINNERS ONLY: The revelation that pays for this class ten times over!
- BUILDING BLOCK 4 – BID/NO BID DECISION: Save time and money! Learn how primes filter out the losers.
- BUILDING BLOCK 5 – THE ORGANIZED RESPONSE: How to avoid proposal pitfalls.
Video Lesson 2
Blocks 6-10
- BUILDING BLOCK 6 – THE APPROPRIATE WRITING STYLE: What does the government buyer prefer?
- BUILDING BLOCK 7 – THE “OUTSTANDING” TECHNICAL SOLUTION AT THE RIGHT PRICE: The “Make It Or Break It” building block.
- BUILDING BLOCK 8 – THE COMPLETED “BID” SUBMISSION: Putting it all together, no mistakes allowed!
- BUILDING BLOCK 9 – THE “ORAL PRESENTATION”: How to be the obvious vendor of choice.
- BUILDING BLOCK 10 – THE “BEST AND FINAL OFFER”: Closing the deal in the eleventh hour.
Course Materials
A customizeable 90-page softcopy manual, filled with editable templates you can use right away!
Proposal Templates and Examples
Including
- Proposal Outline and Working Examples
- Proposal Management Schedule Template
- Executive Summary Outline
- Past Performance Template
- Contract Management Plan Template
Online Resource Library
Icluding
- Tools to Automate Your Team’s Proposal Process
- Audio Tutorials
- Team Resume Information Prompter
- Mitigating Proposal Risks
- Words/Phrases to Avoid
- Win Strategy and Theme Statement
- Proposal Development Planner
- BONUS: Editable Proposal Deconstruct Tool
Proposal Templates and Examples
Including
- Proposal Outline and Working Examples
- Proposal Management Schedule Template
- Executive Summary Outline
- Past Performance Template
- Contract Management Plan Template
Online Resource Library
Including
- Tools to Automate Your Team’s Proposal Process
- Audio Tutorials
- Team Resume Information Prompter
- Mitigating Proposal Risks
- Words/Phrases to Avoid
- Win Strategy and Theme Statement
- Proposal Development Planner
- BONUS: Editable Proposal Deconstruct Tool