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How Lunch and Learn Works
Purchase One Session
as many employees as you want!

1. Look at the list of topics (Below) offered by our instructors

2. At anytime click this icon to go to your selection form



3. Fill out the "Google" form and select the topics you are interested in.

4. We will contact you and confirm your interest

5. We will contact our instructor and set a time for your event


It's that easy!!

  • CE01: Understanding the Federal Environment and its impact on your pursuits

    • Understand the impact that each branch of government has on your pursuit

    • Understand how priorities are set

    • Understand how mission and operational components interact

  • CE02: Who’s Who in Federal government and what roles do they play; what do they want to hear

    • Understand the roles that each government personnel plays in your pursuit

    • What conversation can I plan for the level I am meeting with

    • Who should meet with the level/role of the government customer

    • Understand how decisions are made

  • CE03: Relationship Building

    • How to build relationships that last; more effective relationships

    • How to use a relationship tracking tool to grow the relationships

    • Understand the personality of the customer and how to blend your personality with theirs

  • CE04: How to Research Federal executive/agency needs and priorities / budgets

    • Understand the wealth of information in the US Budget that can help with your pursuit

    • Understand where to go to find information about the agency, its priorities, and its needs

  • CE05: How to get a meeting with a government executive

    • Understand the process to connect with the government executive

    • Become a trusted partner

    • Learn how to get the attention of the government executive such that they WANT to meet with you

  • CE06: How to conduct the win-win meeting with the government executive

    • Learn the steps of a successful meeting

    • Learn how to plan outcomes for the meeting

    • Learn how to questions for more information without causing the executive to think that you are wasting their time

  • BD01: Qualifying opportunities that are real and manage that pipeline

    • Get past "Can we do?" and answer the question “Can we win?”

    • Learn to manage the pipeline with “real” opportunities and increase your win percentage!

  • BD02: Understanding you, your customer, and the competitive landscape

    • Learn to appropriately assess the competitive landscape

    • Learn strategies for teaming

    • Ghost the competition

  • BD03: Minding Your P’s and Q’s (evaluating the solicitation)

    • Learn to guide compliant and compelling Proposal Development

    • Understand the FAR and how it applies to the solicitation

    • Determine how the offer design will be evaluated

  • BD04: Aligning your business Development Lifecycle with the Government Procurement Lifecycle

    • Know the seasons of government procurement

    • Define a capture strategy to include price-to-win, service area (technical) and operations (management) approaches

  • BD05: Pricing Strategies/Lab

    • Learn how to price products and services to win

    • Understand wrap-rates

    • Participate in a pricing lab

  • BD06: Successful Orals Presentations

    • Learn to Plan, Prepare, Practice, and Present in Orals

    • Learn how Orals are scored/evaluated

    • Understand that orals can replace written responses and when this might occur

  • SD01: Contract Transition

    • Understanding that winning the contract re-compete begins with transition

    • Successful transition provides the foundation for running the entire contract

    • Treat Transition as a mini-project

    • Clearly define transition success and get agreement from the customer

  • SD02: Lifecycle view of Program Operations

    • Founded in Project Management Institute (PMI) principles translated into real-world approaches

      • Building a Solid Program Management Plan

      • Communications, Stakeholder Mgmt., Risk Management

      • Budget, Contract Type, and profitability

      • Sr. Mgmt. Involvement, linking BD and Prog. Mgmt. for retention and growth

      • Continuous Improvement through disciplined Program Management and Contract

    • Closeout

      • Integrating Continuous improvement into program operations

      • Lessons learned and CI drive corporate improvement

  • SD03: Customer Retention vs Organic Growth

    • Learn the difference between retention and growth drivers

    • Train the delivery team to support customer value and growth

    • Train the delivery team to recognize how to spot organic growth opportunities as part of day to day activities

  • SD04: Understand the contract and its impact on profitability

    • Contract type (FFP, T&M, etc.) and how that links to profitability

    • Learn how contract type drives hiring, salary profiles and profitability from contract start-up to contract close-out

  • SD05: Positioning for the Recompete

    • When to start worrying about the recompete of your existing contract

    • Understand competitive positioning from the customer’s point of view and how it impacts the chance of winning your recompetes

    • What actions will dramatically increase your odds of winning your recompetes

  • SD06: Program Leadership

    • Leadership essentials

    • Putting these essentials into action in leading programs

  • AI01: Federal Acquisition Guiding Principles

    • Why the government does this thing called “acquisition”

    • Acquisition is a team sport activity – How to play the game

    • Exploring the Art of the Possible in Acquisition

  • AI02: Market Research and Intelligence

    • Market Research – What is it?

    • RFI, SSN and response strategies

    • Desired government MR outcomes- filling the Swiss cheese

  • AI03: SOO vs SOW vs PWS: Understand the differences to build a winning proposal

    • Requirements Communication – When is the right time to talk

    • The Requirements Maturity Equation

  • AI04: Solicitation Proposal Request Activities

    • Appropriation Law and Budgeting

    • Colors of Money

    • Uniform Contract format

  • AI05: The value of unsolicited proposals for business development

    • FAR 15.6 Guidance

    • Proposal Writing Strategies

    • Proposal Negotiation Strategies

  • AI06: Source Selection Strategies

    • Procurement Iron Triangle

    • The Source Selection Funnel

    • Best Value/LPTA Pricing Dynamic

    • Fair and Reasonable Pricing

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