Cost: $550
Date: Tuesday, February 21, 2012
Location: Ottawa Convention Centre

There are tremendous opportunities today that exist in defence programs and aviation. Major Canadian defence programs are in full swing, and commercial aircraft production is on the rise. Right now is the right time to improve your skill in acquiring new business. Book now to avoid disappointment.

What is the best way to improve your odds of winning a competitive bid? Simply put: do all you can to get ready. A common statistic states that 80% of Business Development efforts should take place prior to the proposal. Prior to submitting a bid, successful companies make it standard practice to spend years building relationships, establishing credibility, discussing risks and benefits, and even so far as to already explore possible ideal solutions with potential customers.

Because first impressions do matter, fill your customers with the positive attitude that favors your solution.

What should you do before the proposal hits? Attend our special one-day seminar next month in Ottawa to find out more about what to do in areas such as:

• Knowing yourself and what you can offer
• Knowing the competitive standing of your offering in the market place
• Knowing your customer and their requirements
• Establishing relationships
• Finding out what is important
• Determining how your competitors perform
• Preselling your offering
• Using outside help
• Tailoring your offering
• Adopting effective communication strategies
• Making the customer successful
• Providing recommendations for specifications, work statements, evaluation plans
• Ghosting the competition
• Dealing with RFIs and SOIQs

Intended for professionals engaged in business development, sales, program management, proposal management or marketing, this special one-day program will make attendees highly confident in tackling the invaluable time prior to the release of the RFP.

Your registration includes morning and afternoon snacks as well as a healthy lunch.

Register now as participation is limited: $550

PRESENTERS:

		Larry Bunce brings over 35 years of military and corporate aerospace experience, specializing in business development, project management and integrated logistics support. He has led and provided senior level support to proposal teams including the implementation of innovative Performance Based Contracts and has provided consultant services to billion dollar-plus procurement initiatives. Larry is a team builder and an invaluable mentor with a focus on success by matching resources to requirements through a complete understanding of the client’s needs.
		Linda Wolstencroft has over 20 years of experience in business development, program management and contracts management, and has a track record of success in winning new business accumulating over the $2 billion mark. Clients have referred to Linda as being a “key factor”, “instrumental”, “practical” and “effective” in their engagements.

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This special presentation seminar forms part of a three-part comprehensive learning opportunity.

1. BEFORE THE PROPOSAL – Making the customer 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.

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 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.

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