The Small Business Association for International Companies (SBAIC) organized a training on business development and proposal development on June 19-20 in Washington, DC. The first day focused on Opportunity Selection, Capture, and Value Transformation which included targeting and pursuing federal proposals. The second day focused on proposal preparation, development and pricing the winning bid. Ms. Jacqueline Lancaster of RightNow Consultants, LLC conducted the training.

Ms. Lancaster is a leading consultant in strategic business development, capture, and proposal infrastructure that leads to company growth. She has experience providing trainings for thousands of personnel in the industry through a career in business development that spans three decades. Since founding RightNow in 2015, she has developed and delivered more than 25 different Federal business winning courses to companies ranging in size from 10 to 12,000 employees.

SBAIC members attending the training learned about strategy development marketing plans creation, target market selection value proposition creation and capture plan tracking. Attendees were trained on more than a dozen topics including RFP analysis, compliance matrix development, story mapping, technical solutions creation, graphics development, effective writing techniques, past performance and resume creation, and production.

After the training, Ms. Lancaster of RightNow Consultants provided versions of working artifacts, slides and other useful tools as reference guides. The training was well attended and well received.

“Being new to proposal writing, it was good to get a better understanding of the role of the capture manager and proposal manager. The class was also very helpful in communicating the importance of being able to figure out the problem the client needs, solving and pricing your proposal to win”

…said Fred Manning-Rumph.