FEDERAL Govt Contracting: Capture Planning - To Bid Or Not To Bid

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Capture Planning To Bid or Not to Bid US
Federal Government Contracting Webinar Series -
2016 Presented By Anna Urman JUNE 2, 2016
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2016 US Federal Government Contracting Webinar
Series
CALENDAR OF EVENTS (All Webinars are at 12pm EST
Recorded) JUNE 1 - Maximizing The Value of
Your GovCon Business  https//attendee.gotowebinar
.com/register/74156936435694851 JUNE 2 - Capture
Planning - To Bid Or Not To Bid  https//attendee.
gotowebinar.com/register/7051206926535220483  JUN
E 3 - Teaming Agreements - The Good, The Bad
The Enforceable  https//attendee.gotowebinar.com/
register/7352313683359938307 JUNE 6 - Teaming
With Tribally Owned 8(a) Businesses https//attend
ee.gotowebinar.com/register/4324839202604449539 J
UNE 7 - Color Reviews For Successful
Proposals  https//attendee.gotowebinar.com/regist
er/3973323136181419267 JUNE 8 - Preparing The
FSO for a DSS Audit  https//attendee.gotowebinar.
com/register/423786240906737667 JUNE 9 - Life
After 8(a) - Best Practices Case
Study  https//attendee.gotowebinar.com/register/6
473232146721067779 JUNE 10 - The Politics Of
Procurement   https//attendee.gotowebinar.com/reg
ister/3924758807094447107  JUNE 13 - Contract
Administration - Best Practices  https//attendee.
gotowebinar.com/register/2132047978959217667 JUNE
14 - So You Have A Facility Clearance, Now
What?  https//attendee.gotowebinar.com/register/9
028972158695833091 JUNE 15 - Unsolicited
Proposals - Why, What How. https//attendee.goto
webinar.com/register/4729436391901262849 JUNE 17
- SBIR's - The Good, The Bad The
"How" https//attendee.gotowebinar.com/register/63
37198369128857857
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2016 US Federal Government Contracting Webinar
Series

• AGENDA

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2016 US Federal Government Contracting Webinar
Series

• AGENDA
• Introduction HOST
• Introduction - GUEST
• Presentation
• Conclusions
• Q A

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2016 US Federal Government Contracting Webinar
Series

• INTRODUCTION
• Host

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2016 US Federal Government Contracting Webinar
Series

• Jennifer Schaus
• About The Host

Approx 20 Yrs in Gov Contracting Career
DB (Govt Division) Federal
Sales GSA Scheds Frequent Speaker Chambers,
NCMA, AFCEA, etc Member WIPG Education
Towson University B.A. UC Berkeley -
Leadership Accelerator Cornell University
- Exec Leadership
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2016 US Federal Government Contracting Webinar
Series

• Jennifer Schaus
• Jennifer Schaus Associates

DC Based Consulting Firm Over 10 Yrs in
Business Support Services for Gov
Cons Proposal Writing / Contract Vehicles
(GSA) Sales Biz Dev Certifications SBA
8(a) SDVO etc. Events
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2016 US Federal Government Contracting Webinar
Series

• INTRODUCTION
• Guest

YOUR LOGO HERE
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2016 US Federal Government Contracting Webinar
Series

• Anna Urman
• ABOUT OUR SPEAKER

• SME Market Research, Procurement Policy Analysis
• 13 years experience in federal procurement
• JD, LLM Intellectual Property Government
  Contracts
• Hobbies local politics and animal rescue

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2016 US Federal Government Contracting Webinar
Series

• Anna Urman
• Virginia Procurement Technical Assistance Program
  (PTAP)

• PTAP started by Congressional Decree 30 years ago
• Counseling and training
• a few special events with federal/state agency
  partners
• Stats 1,300 clients, YTD over 800 prime
  contracts, 160M all industries
• 97 PTAP/PTACs in US www.aptac-us.org

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2016 US Federal Government Contracting Webinar
Series

• PRESENTATION

• Capture Planning To Bid or Not to Bid

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2016 US Federal Government Contracting Webinar
Series

• Capture Management everything a company does
  to raise its win probability between the time it
  decides to pursue an opportunity the time the
  RFP is released.
• Used for complex sales decision by committee
  answers must be gathered same way.
• Not enough access, time, knowledge in any one
  person to respond adequately.

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2016 US Federal Government Contracting Webinar
Series

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2016 US Federal Government Contracting Webinar
Series
WHO? Large Business Capture Team
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2016 US Federal Government Contracting Webinar
Series
WHO? SMALL Business Capture Team
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2016 US Federal Government Contracting Webinar
Series

• How? Capture Plan
• Tool for reporting, communicating, documenting,
  and managing resources
• Major Components
• Internal Analysis
• Team / Timeline / Budget / Solution
• External Analysis
• Market / SWOT / Customer / Opportunity
• Strategy Development
• Execution Monitoring
• Writing / Gate Reviews / Team / Kick-Off

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2016 US Federal Government Contracting Webinar
Series

• Format Any common to your group
• Organization
• Sharing
• Editable
• Where is it going to live?
• PROCESS Always adapting, maturing

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2016 US Federal Government Contracting Webinar
Series
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2016 US Federal Government Contracting Webinar
Series

• CONCLUSIONS

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2016 US Federal Government Contracting Webinar
Series

• CONCLUSIONS

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2016 US Federal Government Contracting Webinar
Series

• Q A

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CONTACT DETAILS Ms. Jennifer L.
Schaus Washington DC 1 - 2 0 2 3 6 5 0 5 9
8 jschaus_at_jenniferschaus.com www.JenniferSchaus.c
om ------------------------------ Your Name
(Arial 14 pt) City, State Phone Email Website
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2016 US Federal Government Contracting Webinar
Series
CALENDAR OF EVENTS (All Webinars are at 12pm EST
Recorded) JUNE 1 - Maximizing The Value of
Your GovCon Business  https//attendee.gotowebinar
.com/register/74156936435694851 JUNE 2 - Capture
Planning - To Bid Or Not To Bid  https//attendee.
gotowebinar.com/register/7051206926535220483  JUN
E 3 - Teaming Agreements - The Good, The Bad
The Enforceable  https//attendee.gotowebinar.com/
register/7352313683359938307 JUNE 6 - Teaming
With Tribally Owned 8(a) Businesses https//attend
ee.gotowebinar.com/register/4324839202604449539 J
UNE 7 - Color Reviews For Successful
Proposals  https//attendee.gotowebinar.com/regist
er/3973323136181419267 JUNE 8 - Preparing The
FSO for a DSS Audit  https//attendee.gotowebinar.
com/register/423786240906737667 JUNE 9 - Life
After 8(a) - Best Practices Case
Study  https//attendee.gotowebinar.com/register/6
473232146721067779 JUNE 10 - The Politics Of
Procurement   https//attendee.gotowebinar.com/reg
ister/3924758807094447107  JUNE 13 - Contract
Administration - Best Practices  https//attendee.
gotowebinar.com/register/2132047978959217667 JUNE
14 - So You Have A Facility Clearance, Now
What?  https//attendee.gotowebinar.com/register/9
028972158695833091 JUNE 15 - Unsolicited
Proposals - Why, What How. https//attendee.goto
webinar.com/register/4729436391901262849 JUNE 17
- SBIR's - The Good, The Bad The
"How" https//attendee.gotowebinar.com/register/63
37198369128857857