webinar: top 10 proposal mistakes and how to avoid them

OST Global Solutions, Inc. Copyright © 2011

www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]

And How to Avoid Them (Preview)

Top 10 Proposal

Mistakes

OST Global Solutions, Inc. Copyright 2011

(301) 384-3350 • www.ostglobalsolutions.com



About the Presenter

Olessia Smotrova-Taylor,

President/CEO

OST Global Solutions, Inc.

Government proposal industry thought

leader

APMP-NCA Board of Directors

Editor and chair of the APMP-NCA

Executive Summary eZine that won the

2010 APMP Communications Award

Published author of dozens of training

courses and books

Won $17 Billion in new business

16 years experience with a background

at Raytheon, Lockheed Martin, and the

Financial Times of London

www.ostglobalsolutions.com



Mistake #10 - Having No Capture Effort – Or an Incomplete Capture Effort

Per APMP survey, companies with high win rates

(75% and higher) spend more than 60% of B&P

budget on capture

With an average win rate of 36% on proposals

submitted in a competitive environment for new work

per 2010 Grant Thornton report, most companies fail

to realize their full potentials

Even the most sophisticated of companies fall into the mode of chasing popup

opportunities and reacting, leading to lower win rates and burnout

Other problems:

- Staff burnout

- Lowered morale

- Impeded growth, loss of key resources, etc.

The worst pitfall of all – believing that you have conducted solid capture when in fact

you have not

http://bit.ly/gILKEk

Download the Full Presentation at www.ostglobalsolutions.com



How to Avoid Mistake #10

OST Capture Process

Capture is to proposal what attending the course is to passing the final exam

graded on a curve. You cannot omit a single area as they are interconnected.

Resources:

Capture Onsite Training

(January 2012):

www.ostglobalsolutions.com/

capture-management-

training

Recorded BD training for

small businesses – Blueprint

modules 4-7:

www.ostglobalsolutions.com/

government-contracts-

blueprint


http://www.ostglobalsolutions.com/capture-management-training






http://www.ostglobalsolutions.com/government-contracts-blueprint










Download the Full Presentation at:www.ostglobalsolutions.com

…Because There Is No

Second Place in Proposals™



Upcoming OST Training

See our entire schedule of courses at

http://www.ostglobalsolutions.com/training/schedule

January Classes:

• Preparing Winning Multiple Award and

Task Order Proposals:

www.ostglobalsolutions.com/multiple-

award-proposals

• Foundations of Capture Management:

http://www.ostglobalsolutions.com/capt

ure-management-training


OST Global Solutions Capabilities Jan 2011.pptx

http://www.ostglobalsolutions.com/multiple-award-proposals














Contact Us for Your Proposal and Training Needs in Federal Business Development

Andrew Panov

Vice President,

Business Development

Main 301.384.3350

Direct 301.769.6607

Cell 703.477.4572

[email protected]

Alex Brown

Business Development Service

and Proposal Training Director

Main 301.384.3350

Direct 240.316.3748

Cell 703.307.8749

[email protected]

Olessia Smotrova-Taylor

President & CEO

Office 301.384.3350

[email protected]

www.ostglobalsolutions.com


mailto:[email protected]





OST Global Solutions, Inc.

Business development services to build your opportunity

pipeline

Capture and proposal professionals to assist you with pre-

proposal preparation and all aspects of proposal development

Onsite and public training in all facets of business

development

Proposal evaluation and process improvement

301.384.3350

[email protected] Download the Full Presentation at www.ostglobalsolutions.com

webinar: top 10 proposal mistakes and how to avoid them

Technology