Upcoming Workshop! Before the Proposal
– Making the Customer Want Your Offering

Larry Bunce & Linda Wolstencroft are hosting a special one-day seminar on February 21st, 2012 in Downtown Ottawa.

The event will focus on the invaluable time spent before the proposal hits and cover topics such as establishing relationships with potential customers, ghosting the competition, and many more.

This seminar is intended for professionals engaged in business development, sales, program management, proposal management or marketing, who want to expand their knowledge and cover their basis on improving the odds of winning a competitive bid.

Click Here for more information...>

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NEW WORKSHOPS!  - Offered by Larry Bunce, CD, MEng., P.Eng., with Linda Wolstencroft, P.Eng., MBA

This three-part series takes you to the next level of competency in these important business development skills.  Designed to make effective use of your time – get maximum benefit with a small investment of your  time.  All workshops include case studies, practical exercises, role-playing and course notes.  

Choose from all three and drive your Business Development success.

1.  BEFORE THE PROPOSAL – Getting the client to want your offering 

Your proposal is the ticket to the game.  Most of your Business Development work needs to be focused on the period before the proposal – up to 80% of the Business Development effort should take place prior to the RFP release.  These skills can also be used for prompting a justified sole-source award. Read More...>

2.  WRITING THE PROPOSAL – Don't just answer the mail

It has been said that the proposal is a company's most important document.  Proposal writing skills are different from technical writing, and marketing writing.  Learn the art and science and put your best work forward to maximize your chances of winning the program.

3.  PROGRAM IMPLEMENTATION AND CUSTOMER FOLLOW-UP – Keys to long-term success

"Great!  We won!" is followed closely by "Oh no!  Now we have to deliver!".  Learn how to build momentum after the win to quickly start the new program on a positive footing.

For more information and to arrange a date/time please click here.

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Linda is an engaging and knowledgeable speaker; throughout the year she schedules workshops and speaking engagements on the topics below. For more information and to arrange a date/time please click here.

Speaking topics:

  • Corporate strategy for exceptional results
  • Customer relationships that make money
  • Capture planning 101
  • Business Development processes
  • Proposal management
  • Proposal development

Workshops:

  • Customer relationships that improve financial results
  • Structure in Business Development:  maximizing success
  • Capture planning
  • Strategy development
  • Proposal management
  • Proposal development

 

 
 
   

Strategy Made Simpler:
Being sensible, practical and avoiding the overcomplicated
First published in Canadian Defence Review, Volume 17/Issue 6, December 2011

Commitment to winning:
Disguises that mask true commitment and prevent success
First published in Canadian Defence Review, Volume 17/Issue 5, October 2011

How to Bid, How to Win
First published in Military Simulation & Training, Issue 5, September 2011

Structured Business Development:
Maximizing Success
First published in Canadian Defence Review, Volume 17/Issue 3, July 2011

Strong Customer Relationships:
Everyday Tactics to Foster Healthy Financial Results
First published in Canadian Defence Review, Volume 16/Issue 4, Aug 2010

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BCI Aerospace's Aerospace & Defense Supplier Summit Seattle, will be held from 12-15 March 2012 at the Washington State Convention & Trade Center. With 600 companies and 30 represented countries expected to attend, this will serve as a great networking opportunity to meet with leading companies of the aerospace industry as well as potential industry partners.

CADSI 4th Annual SME Information & Networking Day, 22 February 2012: The Canadian Association of Defence and Security Industries (CADSI) is hosting their 4th Annual SME Information & Networking Day at the Fairmont Chateau Laurier in Ottawa on February 22, 2012. This event will focus on networking as well as Canadian programs available for small to medium sized enterprises (SME) in the defense and security procurement sectors... The event consists of two sessions. The Morning Information Session will discuss the SME community with regard to defence procurement and industrial base issues and will be led by Senior Government officials as well as Industry leaders. It will be followed by the Afternoon "Networking in a Minute" session where registrants can set up 15-minute appointments to meet with managers from the IRB program at Industry Canada, regional development agencies and various OEMs. This gives attendees the opportunity to introduce products and services as well as to develop contacts within the Industry.

2012 Annual Winter Warm Up Reception, 22 February 2012: The Canadian Association of Defence and Security Industries (CADSI) will be having their annual Winter Warm-Up Reception in the Adam Room at the Fairmont Chateau, Ottawa on February 22, 2012. This event will provide a great opportunity to meet and network with colleagues and clients from industry and Government Organizations, as guests will also include high-ranking Government and Canadian Forces officials.

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No. 7 - Accelerate Your Business Development Efforts Before the Proposal

No. 6 - Season's Greetings, A New Workshop Offer, and Optimum Organizational Structures

No. 5 - Business Development Maturity

No. 4 - Capture Planning Successes and Failures

No. 3 - Corporate Strategy Tips, Proposal Teams and a Learning Opportunity

No. 2 - Structured Business Development, Corporate Strategic Alignment, and a New Learning Opportunity

No. 1 - Customer Relationships, Strategy and your Bottom Line

 

 
 
 

 

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