Module 1: How to Develop a Capture Plan
(January 13, 2016, at 1 p.m. ET)
Instructor: David Stone, President, blüStone Marketing
Like the coach who's determined to win Sunday's game, your proposal efforts need a game plan and a strategy for winning. This practical program will give you a guided five-step process that will make your proposal laser-focused on your client's needs and priorities. It will highlight the traits of the firm they're looking to hire and let you stand out from the huge pile of competitors' 'me-too' proposals. Do you want to drive up your hit rate and win more projects? This program is where to begin.
During the session, participants will learn how to:
- Understand the three-prong approach to an aggressive win strategy
- Discover the four methods your firm can use to differentiate itself from competitors when competing for a project
- Use the five brainstorming questions to build a capture plan
- Weave the results of the brainstorming process into the elements of your proposal
President, blüStone Marketing
David Stone has advised hundreds of design and construction firms around the globe ranging in size from one person to $2 billion in annual revenue. He's a sought-after speaker at conferences around the world and the author of 15 books including, Wired, which is used in the CPSM program. With a career that began in architecture in the mid-70s, Stone has held every position from draftsman to principal. He has witnessed and experienced the massive changes this industry has faced and continues to explore new ways to promote and sell design and construction services. He splits his time between Savannah, GA, and Vancouver, BC.