(Capture Management is an end-to-end process that improves the effectiveness of the business development effort, with an emphasis on increasing the win rate for competitive proposals.)

Outcomes: Understand the principle steps of a structured approach to writing winning proposals for US Government grants and contracts in today’s highly competitive environment.

Group-Live Offering;

Basic: No advance preparation or prerequisites required; 16 CPE Hours






October 24 - 08:45 AM

October 25 - 05:30 PM

Pretoria, South Africa

The Aurum Institute, Ditsela Place, Corner of Duncan /Jan Shoba Street with Park Street, Hatfield (Training Room – Ground Floor)

Doug Franke & Mark Hoffman



This two day course introduces a “Capture Management” methodology to improve your proposal win rate, while making the business development process more manageable and reliable. We will go through the “nuts and bolts” steps that start with early identification of a new proposal opportunity. We will take an actual USAID solicitation and walk through the teaming, proposal writing, and cost estimating process. The emphasis is on producing an integrated proposal that convinces the Agency that you can best satisfy their needs at a fair price. This is a highly interactive seminar with group discussions using a real world case study, reinforced with practical exercises in small groups.

The primary topics will include:
  • Identify & qualify new business targets
  • Competitive analysis
  • Types of solicitations
  • Types of solicitations
  • Shredding” the RFA/RFP
  • Creating the Requirements Matrix
  • Teaming, subawards, subcontracts
  • Selling your Technical Approach
  • Price To Win analysis
  • Grants vs contracts
  • Using a Work Breakdown Structure (WBS)
  • Managing the writing tasks
  • Cost Volume issues
  • Cost accounting basics
  • Cost estimating techniques & documentation
  • Compliance and Risk Mitigation
  • Internal proposal reviews before submission
  • Proposal evaluation by the US Government
  • Successful bids and mobilization
Who should attend?

Directors, marketing staff, program managers, contract/grant management professionals, finance staff, buyers/cost estimators, all staff involved in proposals, and anyone seeking insight into how the US Government selects winning proposals.


Agenda TBA

Venue and hotel

The Aurum Institute, Ditsela Place, Corner of Duncan /Jan Shoba Street with Park Street, Hatfield, Pretoria, South Africa (Training Room – Ground Floor)


CPE Credit

SustainAbility Solutions is registered with the Michigan Association of Certified Public Accountants (MACPA) which is a sponsor of continuing professional education credits. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit and SustainAbility Solutions works with the MACPA to ensure that it’s courses and trainers meet the high Michigan standards. Complaints regarding our courses may be submitted to info@SustainAbilitysolutionspc.com

Payment Policy

Payments for all participants must be made before the first day of the course. Individuals and companies/organizations have three different methods of payment: credit card, check (drawn on a US bank) or wire transfer. When you register through our on-line form you should indicate which payment method you prefer and we will send you the appropriate payment instructions. If you wish to register multiple participants or if you are signing up for more than one course in a week then discounts may apply. See below.

Cancellation/No Show Rules

Cancellation notifications received in writing to info@SustainAbilitysolutionspc.com within 10 working days before the first day of any course will be eligible for a full credit to a future course. Registrants who cancel between 10 working days and the first day of the course will receive a credit of the fee paid less a $75 cancellation penalty. This fee will go to covering some of the costs that will have been incurred for the pre-booked venue. Registrants who do not show up for the course, without prior notification, will forfeit the full registration fee.

Group Discounts

Individuals or groups that sign up for more than two courses during the year are offered a 10% discount. Also, organizations that sign up more than three participants for any individual course can also earn a 10% discount. To receive the discounts you must register all participants at the same time and receive confirmation of this arrangement with our registration staff.

If you have any questions about our policies please send us an email as noted on the Contact Us tab.

Visas and Vaccination

Remember to apply for any visit visas early and to bring the Yellow Travel Card showing proof of vaccination if necessary.