The Art of Capture, Preview Webinar

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Government Contractor Capture Management Training. Learn business development, capture management, Federal proposal writing, and improve your Pwin by training with the experts at https://ostglobalsolutions.com/

Empresariales

July 10, 2009
OST Global Solutions, Inc.
Presenter: Olessia Smotrova-Taylor

 Starting late, rushing through
 Not knowing what to write
 Lack of substance - boilerplate
text instead of an original solution
 Pricing way off target
 Features without benefits
 Excessive focus on the "WHAT,"
Quickest ways to get an
and not the "HOW” evaluator to fall asleep…
 Structural issues, poor writing,
few graphics, and compliance
problems

2

Capture is to proposal what
attending the course is to passing
the final exam graded on a curve

“Hope to Win” is not a strategy

3

Strategic Planning

Implementation Market Research

Pipeline
Development
Proposal Opportunity
Management Identification

Capture Management

4

 Does the opportunity fit in your strategic
plan?
 Does your portfolio and technical capability
match the requirements – would you be able
to respond?
 Do you have the background and past
performance?
 Do we have the required facilities?
 Do you have the resources to pursue, bid,
and execute?

5

1. Customer

• Identify the right decision-makers
• Build the relationship
• Collect and document intelligence
• Vet your solution
• Influence the requirements

6

1. Customer

2. Intelligence
Gathering

•Get the right intelligence necessary
to win and stay out of trouble
•Know your sources
•Pass the information to the proposal
team in useful form
7

1. Customer

2. Intelligence
Gathering

3. Win Strategy

•Strategic approach
•Effective capture planning and
documentation
8

1. Customer

•Identify competitor 2. Intelligence
strategies Gathering
•Exploit their
weaknesses
•Win on approach
and price 3. Win Strategy

4. Competitive
Analysis

9

1. Customer
•Pick the right strategy
•Select the best 2. Intelligence
teammates and subs Gathering
•Negotiate for success

5. Teaming 3. Win Strategy

4. Competitive
Analysis

10

1. Customer

6. Solution 2. Intelligence
Development Gathering

5. Teaming 3. Win Strategy

4. Competitive
Analysis
•Postulate requirements
•Brainstorm on winning approach
•Determine price to win
11

www.ostglobalsolutions.com/
art-of-capture

Feel free to contact Olessia:
301-384-3350 (office)
service@ostglobalsolutions.com
www.ostglobalsolutions.com

12

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Mental health has been in the news quite a bit lately. Dozens of U.S. states are currently suing Meta for contributing to the youth mental health crisis by inserting addictive features into their products, while the U.S. Surgeon General is touring the nation to bring awareness to the growing epidemic of loneliness and isolation. The country has endured periods of low national morale, such as in the 1970s when high inflation and the energy crisis worsened public sentiment following the Vietnam War. The current mood, however, feels different. Gallup recently reported that national mental health is at an all-time low, with few bright spots to lift spirits. To better understand how Americans are feeling and their attitudes towards mental health in general, ThinkNow conducted a nationally representative quantitative survey of 1,500 respondents and found some interesting differences among ethnic, age and gender groups. Technology For example, 52% agree that technology and social media have a negative impact on mental health, but when broken out by race, 61% of Whites felt technology had a negative effect, and only 48% of Hispanics thought it did. While technology has helped us keep in touch with friends and family in faraway places, it appears to have degraded our ability to connect in person. Staying connected online is a double-edged sword since the same news feed that brings us pictures of the grandkids and fluffy kittens also feeds us news about the wars in Israel and Ukraine, the dysfunction in Washington, the latest mass shooting and the climate crisis. Hispanics may have a built-in defense against the isolation technology breeds, owing to their large, multigenerational households, strong social support systems, and tendency to use social media to stay connected with relatives abroad. Age and Gender When asked how individuals rate their mental health, men rate it higher than women by 11 percentage points, and Baby Boomers rank it highest at 83%, saying it’s good or excellent vs. 57% of Gen Z saying the same. Gen Z spends the most amount of time on social media, so the notion that social media negatively affects mental health appears to be correlated. Unfortunately, Gen Z is also the generation that’s least comfortable discussing mental health concerns with healthcare professionals. Only 40% of them state they’re comfortable discussing their issues with a professional compared to 60% of Millennials and 65% of Boomers. Race Affects Attitudes As seen in previous research conducted by ThinkNow, Asian Americans lag other groups when it comes to awareness of mental health issues. Twenty-four percent of Asian Americans believe that having a mental health issue is a sign of weakness compared to the 16% average for all groups. Asians are also considerably less likely to be aware of mental health services in their communities (42% vs. 55%) and most likely to seek out information on social media (51% vs. 35%).

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The search marketing landscape is evolving rapidly with new technologies, and professionals, like you, rely on innovative paid search strategies to meet changing demands. It’s important that you’re ready to implement new strategies in 2024. Check this out and learn the top trends in paid search advertising that are expected to gain traction, so you can drive higher ROI more efficiently in 2024. You’ll learn: - The latest trends in AI and automation, and what this means for an evolving paid search ecosystem. - New developments in privacy and data regulation. - Emerging ad formats that are expected to make an impact next year. Watch Sreekant Lanka from iQuanti and Irina Klein from OneMain Financial as they dive into the future of paid search and explore the trends, strategies, and technologies that will shape the search marketing landscape. If you’re looking to assess your paid search strategy and design an industry-aligned plan for 2024, then this webinar is for you.

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From their humble beginnings in 1984, TED has grown into the world’s most powerful amplifier for speakers and thought-leaders to share their ideas. They have over 2,400 filmed talks (not including the 30,000+ TEDx videos) freely available online, and have hosted over 17,500 events around the world. With over one billion views in a year, it’s no wonder that so many speakers are looking to TED for ideas on how to share their message more effectively. The article “5 Public-Speaking Tips TED Gives Its Speakers”, by Carmine Gallo for Forbes, gives speakers five practical ways to connect with their audience, and effectively share their ideas on stage. Whether you are gearing up to get on a TED stage yourself, or just want to master the skills that so many of their speakers possess, these tips and quotes from Chris Anderson, the TED Talks Curator, will encourage you to make the most impactful impression on your audience. See the full article and more summaries like this on SpeakerHub here: https://speakerhub.com/blog/5-presentation-tips-ted-gives-its-speakers See the original article on Forbes here: http://www.forbes.com/forbes/welcome/?toURL=http://www.forbes.com/sites/carminegallo/2016/05/06/5-public-speaking-tips-ted-gives-its-speakers/&refURL=&referrer=#5c07a8221d9b

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Everyone is in agreement that ChatGPT (and other generative AI tools) will shape the future of work. Yet there is little consensus on exactly how, when, and to what extent this technology will change our world. Businesses that extract maximum value from ChatGPT will use it as a collaborative tool for everything from brainstorming to technical maintenance. For individuals, now is the time to pinpoint the skills the future professional will need to thrive in the AI age. Check out this presentation to understand what ChatGPT is, how it will shape the future of work, and how you can prepare to take advantage.

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The Art of Capture, Preview Webinar

1. July 10, 2009 OST Global Solutions, Inc. Presenter: Olessia Smotrova-Taylor

2.  Starting late, rushing through  Not knowing what to write  Lack of substance - boilerplate text instead of an original solution  Pricing way off target  Features without benefits  Excessive focus on the "WHAT," Quickest ways to get an and not the "HOW” evaluator to fall asleep…  Structural issues, poor writing, few graphics, and compliance problems 2

3. Capture is to proposal what attending the course is to passing the final exam graded on a curve “Hope to Win” is not a strategy 3

4. Strategic Planning Implementation Market Research Pipeline Development Proposal Opportunity Management Identification Capture Management 4

5.  Does the opportunity fit in your strategic plan?  Does your portfolio and technical capability match the requirements – would you be able to respond?  Do you have the background and past performance?  Do we have the required facilities?  Do you have the resources to pursue, bid, and execute? 5

6. 1. Customer • Identify the right decision-makers • Build the relationship • Collect and document intelligence • Vet your solution • Influence the requirements 6

7. 1. Customer 2. Intelligence Gathering •Get the right intelligence necessary to win and stay out of trouble •Know your sources •Pass the information to the proposal team in useful form 7

8. 1. Customer 2. Intelligence Gathering 3. Win Strategy •Strategic approach •Effective capture planning and documentation 8

9. 1. Customer •Identify competitor 2. Intelligence strategies Gathering •Exploit their weaknesses •Win on approach and price 3. Win Strategy 4. Competitive Analysis 9

10. 1. Customer •Pick the right strategy •Select the best 2. Intelligence teammates and subs Gathering •Negotiate for success 5. Teaming 3. Win Strategy 4. Competitive Analysis 10

11. 1. Customer 6. Solution 2. Intelligence Development Gathering 5. Teaming 3. Win Strategy 4. Competitive Analysis •Postulate requirements •Brainstorm on winning approach •Determine price to win 11

12. www.ostglobalsolutions.com/ art-of-capture Feel free to contact Olessia: 301-384-3350 (office) service@ostglobalsolutions.com www.ostglobalsolutions.com 12

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