Course Outline
Stakeholders & Roles
- Business Development, Capture Manager, Proposal Manager
- Project Manager & Program Manager
- Contract Manager
- Who are the Stakeholders
Starting a Procurement
- Capture Planning
- Pre-Bid Proposal Phase
- Kick-Off Meeting
- Proposal Process
- Schedule
- Pre-Sale Activities
- Story Boards and Mockups
- Proposal Requests
Writing a Proposal
- Proposal Writing
- Proposal Visuals / Graphics
- Cover Letters
- Executive Summary
Proposal Strategy and How to Write a Winning Proposal
- Proposal to Contract
- Discussion Board
- Bid/Proposal Development
- Capture Team
- Capture Project Plan
- Proposal Strategy
- Proposal Management Plan
- Communication Plan
- Risk Analysis
- Proposal Review & Approval
- Proposal Layout
Evaluate a Proposal
- Proposal Evaluation
- Government Contracting (FAR) Source Selection
Negotiations
- Negotiation Approaches
- Separating People from the Issues
- Focus on Interests
- Invent multiple options looking for mutual gains before deciding what to do
- Insist that the results be based on an objective standard
- Negotiation Team, Strategies, Plan and Communication
Document the Negotiated Deal
- WHO is WHO
- Who should write the contract?
- Contract Lifecycle Stakeholders
- Where to Start?
- Framework Agreements
- What is a Contract
- Contract Content
- Government Contracting
Learner Outcomes
After completing this course, you will be able to:
- Identify key stakeholders and roles within the proposal management process.
- Interpret an RFP and understand the proposal preparation process.
- Apply capture planning, proposal strategy, and proposal management techniques.
- Develop proposal content, themes, visuals, cover letters, and executive summaries.
- Evaluate proposals and understand government contracting source selection considerations.
- Apply negotiation approaches and develop negotiation strategies and communication plans.
- Understand the transition from a negotiated proposal to contract documentation.
Professional Development Credit
This course is Professional Development Unit (PDU) eligible.
PMI® Talent Triangle Breakdown:
- Ways of Working: 8 hours
- Power Skills: 2 hours
- Business Acumen: 2 hours
Disclaimer: CEU, PDU, and CPE requirements are subject to change. Please verify all information with the applicable governing body’s official website.
Suggested Prerequisites
- Contract Management Essentials | CTM100 or equivalent experience.
Questions? Speak with our team today—email info@workforcecenter.slu.edu or call 314-977-3226.
Certificate Pathway
Want to Earn the Contract Management Professional Certificate?
In addition to Proposal Management | CTM200, enroll in the following: