The Ten Most Common Mistakes in Capture and Proposals with Jim McCarthy of Key Solutions Inc.
Even though humans are learning beings, we sometimes forget and—as a species—make mistakes that must be (seemingly) relearned time after time. So it is with contractors pursuing government work. After 30 years in the contracting business, the presenter has witnessed enough dysfunctionality to realize that most mistakes are caused by a common set of root cause errors. These causes have their origins in many assumptions embedded in the very framework of capture, proposals, and business development.
Attendees at this session will learn a series of takeaways ("bell-ringers”) that will help them to avoid, if not eliminate, making the same costly mistakes time after time. You will learn to recognize red flags, warning signs, and root causes for why proposal efforts often self-destruct and are met with ignominious defeat. Knowing what to look for is competitive advantage enough. But when you leave this seminar with actual tools, tips, and techniques to win—you and your company will be on the path for success.
History need not repeat itself as long as companies are committed to constant improvement and benefiting from lessons learned. Attend this session and find out how.
8:00am Coffee & Networking
Biography of Jim McCarthy
Mr. Jim McCarthy is founder, owner, and technical director of AOC Key Solutions Inc. (KSI)—a company that helps government contractors win government contracts. His career spans over 30 years of marketing and proposal development support to companies seeking to enter the government market or to expand their market shares.
He also serves as the host and moderator of Government Contracting Weekly, the only television show in the world that is focused exclusively on winning US government contracts.
An innovator in the area of "Principle-Centered Winning,” Mr. McCarthy is the architect of the KSI Advantage™ Capture and Proposal Process—a disciplined, yet customizable, approach to deliver the winning edge to clients. To date, this process has played a role in achieving over $130 billion in contract awards for KSI’s clients from nearly every federal agency with a win rate in excess of 75%. His clients range from small businesses to Fortune 50 firms. He is particularly adept in guiding commercial entities through the intricacies of the government contracting.
An excellent writer, he is frequently called on to craft powerful executive summaries or other key documents in pursuit of government contracts valued from tens of millions of dollars to a several billion dollars. Mr. McCarthy’s other competencies include: business image brand enhancement, team building, strategic market positioning, creating company alliances, competitive assessments and "black hat” exercises, proposal management and training, oral presentation facilitation, and directing comprehensive reviews ("win team”) of proposals in progress.
Mr. McCarthy serves as a frequent guest speaker on topics ranging from leadership, to winning government contracts through the most aggressive, yet highly ethical, means available. He is available for speaking engagements, training assignments, and win-coaching to enable his clients to achieve the winning edge in government contracting.
Mr. McCarthy has a Top Secret clearance.
Host Sponsor: Center for Cyber and Professional Training (CCPT) at Anne Arundel Community College
CRTC Forum Meetings are FREE for CRTC Members registered in advance. Non-Members may register to attend for $25.00.