Purpose
                           Purpose
   • To provide an overview of:
      • Capture Management 
      • Contracting processes with Dept of Defense 
      • Proposal Management
   • To have PMI-Baltimore Chapter personnel better 
              
    preparedto support their company with growth
   • Promote Project Management skills in Business 
    Development
            Hope you learn something that can be
            Hope you learn something that can be
                      immediately applied!
                      immediately applied!
                        Agenda
                        Agenda
   • Business Development Process
   • Capture Management            Code of Conduct:
   • Your Company’s Growth?
                                     Feel free to ask 
   • BD-CMM Model                   questions that will 
                                       help overall 
   • Capture Plans –Build a Story!  understanding of 
   • Proposal Process Overview          material.
   • Proposal Writing
   • Closing Thoughts…..
                        Honeywell Technology Solutions Inc.
            OVER 50 YEARS PROVIDING QUALITY GOVERNMENT SERVICES
               Space, Networks &               Logistics                  Technical 
               Space, Networks &               Logistics                  Technical 
                Communications                 Services                   Services
                Communications                 Services                   Services
                 PROFILE                                            HERITAGE
  • Wholly-owned subsidiary headquartered in          • Bendix Radio (1950)
    Columbia, MD                                      • Bendix Field Engineering Corporation (1961)
  • ~ 6,000 employees                                 • AlliedSignal Technical Services Corporation 
  • Over 100 locations: 21 countries, 33 states, the   (1993)
    District of Columbia                              • Honeywell Technology Solutions Inc. (2000)
  • More than 100 active contracts                         -Dimensions International Acquired (2007)
                        Premier Provider of Solutions and Services! 
          Business Development Process
       Strategize      Position      Pursue       Propose      Negotiate    Transition
       Marketing
         Team
                          Sales/
                       Opportunity
                           Team
     Includes traditional            Proposal
       sales and marketing              Team
     Acknowledges different 
       benchmarks applicable based on               Delivery
       process goals                                  Team
     Seeks common best practices
                       Business Acquisition Process - COMPLEX 
                       Business Acquisition Process - COMPLEX 
             Identify              Qualified              Capture                Proposal               Post-Award
              Phase                  Phase                  Phase                  Phase                    Phase
         Identify specific       Assess the             Refine the win         Write proposal,         Assess the 
         targets of              position of the        strategy and           Q&A, Past               effectiveness of the 
         opportunity             customer, the          develop a plan to      Performance,            process and the 
         within approved         competitors, and       capture the bid.       BAFO, and               product following 
         markets as              your company,                                 Orals.                  proposal delivery and 
         defined in the          and develop a                                                         notification of award, 
         Strategic Plan.         preliminary win                                                       and communicate 
                                 strategy.                                                             results for lessons 
                                                                                                       learned.
                                                                             RFP Released
          -24 months             -12 months               -10 months
              The Capture Manager is responsible for winning the opportunity!