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OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
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Developing a Winning Cost Volume Course
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OST Global Solutions, Inc. Copyright 2013 (301) 384-3350 • www.ostglobalsolutions.com
Webinar Presentation (Preview)
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
Page 2
About the Instructor Olessia Smotrova-Taylor, AF.APMP President/CEO and BD/Capture SME• Won $19 billion in new business• President of APMP-NCA • 18 years’ BD experience, including 4
out of top 5 government contractors• Author of How to Get Government
Contracts: Have a Slice of a $1 Trillion Pie
Get your copy on Amazon
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
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OST Global Solutions, Inc. ProfileMetro Washington DC proposal house and government contractor helping businesses
grow organically through end-to-end BD support and training
Bid & Proposal Academy with a certification program
and courses attended by the top Federal contractors
900+ fully vetted capture and proposal managers, technical writers, graphic
artists, orals coaches, editors, subject matter experts, and other proposal support
Track record supporting 18 out of the top 20 Federal Contractors, winning $19 Billion
since 2005Government
Contracting
Bid & Proposal
Academy
Process
Improvement
BD Services
Proposal
Support
Capture
andFull Lifecycle
Services to
Help You Grow
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
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Roadmap to Winning in Cost Volumes
Discover how to create a winning cost volume narrative
Understand theterminology and the basics of cost volumes
Learn where you can make a difference throughout the cost volume development process, and how
Learn how to help with key pieces requiring your involvement:• WBS• Assumptions• BOEs• Price-to-Win/
Pricing Strategy
Win Probability
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Download the full presentation atwww.ostglobalsolutions.com/training/webinars
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
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The Purpose of the Course
• Help raise your win rate through successful cost proposals
• Understand the three most important characteristics of a great cost proposal:- The right price- A persuasive supporting narrative that makes
your price believable while making your competition look inadequate
- A story and pricing consistent with your offer in the technical volume
As a proposal or capture manager, do not let your win rate be at the mercy of others
Given how important is the cost volume, you cannot afford to miss the opportunity to have your hand in it
• Reduce the intimidation factor for those who are not numbers people
• Learn the basic and advanced principles of winning in cost volumes
Download the full presentation atwww.ostglobalsolutions.com/training/webinars
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
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Cost Volume Executive Summary
• Six part formula:- Hook- Win Theme- Introductions (team and work share)- Body- Roadmap- Call to action
• Don’t forget: - Your excellent D&B status and credit line- Total price discussion- Emphasis on how your costs are fair and reasonable,
and how you will accurately control and track costs via EVMS (if you have it)
- Any cost-cutting measures and efficiencies in your approach- Proof that you have controlled costs well on other contracts- LPTA ghosting- Graphics
Executive summary helps evaluators better understand your solution and persuades them to select you; don’t just cut and paste from technical – rewrite!
Download the full presentation at
www.ostglobalsolutions.com/training/webinars
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
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Assumptions
• Assumptions are the proposal basis or ground rules
• Help determine if a specific task is part of work or not
• Help in future change proposals/modifications
• Must be identified upfront in writing
• Must be comprehensive
• Come mostly from the technical team
A technical team will make a myriad of assumptions while developing an approach, but then you may pull teeth trying to get any of them on paper
Download the full presentation atwww.ostglobalsolutions.com/
training/webinars/
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
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Bid & Proposal Academy Certification ProgramFive types of certification: Learn more at www.ostglobalsolutions.com/training/certification
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
Page 9
Download the Full Presentation atwww.ostglobalsolutions.com/training/webinars/
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
Page 10
Contact OST for Your Proposal Consulting and Training Needs in Federal Business Development
Alex Brown
Director of Services
Main 301.384.3350
Direct 301.769.6601
Cell 301.356.2909
Olessia Smotrova-Taylor
President & CEO
Main 301.384.3350
Cell 240.246.5305
Get Additional Resources at Our Website:www.ostglobalsolutions.com
Julia Pochekueva
Marketing, Operations and Training Services Manager
Main 301.384.3350
Direct 301.769.6603
