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Week 8: PROPOSAL PHASE: Learning to Write Winning Proposals

  • 21 Sep 2021
  • 3:00 PM - 5:00 PM
  • Online


Registration is closed

Week 8: PROPOSAL PHASE: Learning to Write Winning Proposals

Come join us weekly as we train and prepare you to capture government contracts.


These sessions are designed to prepare those enrolled in the Certified Capture Manager (CCM) Program to pass the CCM Exam and to become certified professionals.

Also, these classes are open to all GCA members, partner members and the public. You're welcome to attend and audit the classes with the CCM students. Join the official CCM program when you're ready to receive all the course material and software.

Learn more or enroll in the CCM Program: www.capturemanagement.org

Week 8: PROPOSAL PHASE: Learning to Write Winning Proposals

Lesson 13) Opportunity: Finding the Right Contracting Opportunities for Your Business

  1. Types of Opportunities (understand the different types of opportunities)
  2. Federal Procurement Process (Purchasing Cycle, FAR 7.105, Fiscal Year)
  3. How to find Contract Opportunities
  4. How to find Past Projects/Awards
  5. How to find Current Opportunities
  6. How to find Future Projects (Forecasts)
  7. How to find Grant Opportunities
  8. Find 3 active projects (by NAICS) on www.FBO.gov

Lesson 14: Proposal Writing – Part I - Understanding the Proposal Regulations

  1. Review Contracting Vehicles
  2. Solicitations/RFP/RFI/RFQ/Sources Sought/Pre-Sols/IFB
  3. Preliminary Preparation for Bid/Proposal
  4. Getting Teaming/MP/Subcontractors in Place
  5. Sample Teaming Agreements
  6. NDA & Other Documents
  7. Proposal development insights
  8. Preparing your Past Performance
  9. Homework Assignment:
  10. Identify 3 Past Performance

What:  Week 8: PROPOSAL PHASE: Learning to Write Winning Proposals

When: September 21, 2021

Time: 6pm-8pm EST/3pm-5pm PST

Where:  Online (Remote access will be emailed to confirmed registrants)


Members: Free

Guest: $50.00 

Not a member-join: https://www.govassociation.org/join 

We cover a new topic each session. We will guide you through our 12 Steps to Winning Government Contract Methodology.

1) ASSESSMENT: Do you have resources? finances, credit, hr/strong staff, talents, mobilization capital

2) STRATEGY: Do you have a strategic plan? short/long term, jv, teaming, mentor protégé, sub, prime

3) EDUCATION: Do you speak governese? Understand contracting language, regulations, policies, standards, etc

4) REGISTRATION: How to get registered for opportunities. What certifications will you need, etc.

5) IMAGE: How's your brand? strong, recognizable, broad, reputation, past performance

6) MARKETING: Capability statement, biz card, website, marketing collateral, brand that speaks to gov't buyers?

7) RELATIONSHIP: Do you have the proper types of relationships in the gov't market. Triangle of relationships

8) OPPORTUNITY: Do you know where to find oppty’s, FBO, bid match, past awards, prospecting, etc?

9) PROPOSAL: Can you write proposals? Can you learn or hire one? technical experts, estimators

10) PERFORMANCE: Can you deliver and perform or do you need subs?

11) COMPLIANCE: Are you DCAA compliant? accounting system, cyber ready, QA program, insurance, bonding?

12) CLOSURE: Successful completion of project? Proper close out? Paid yet? ACO happy?

Who Should Attend:

·        Sales professionals

·        CEO, Executives and key decision makers of companies

·        Entrepreneurs and small business owners

·        Business Development Managers

·        Consultants looking to grow professionally

·        Capture managers looking to gain a competitive edge

·        Contracting professionals and government employees

·        All members of Government Contractors Association

·        Primes, subcontractors, & potential teaming partners

·        New & existing business owners interested in expanding into the government market



Abraham Xiong is the Founder of the Government Contractors Association. He has an insatiable love for the B2G market. Over the last decade, he has taught thousands of entrepreneurs to implement the best practices learned from years of practical application and countless hours of research. For his work with the small business community, Mr. Xiong received President Obama’s Lifetime Achievement Award, the Global Humanitarian Award and the State of Georgia afforded him as a Goodwill Ambassador.


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