Click here to Download a brochure			HY SILVER's World-Class Programme TECHNICAL MARKETING AND PROPOSAL PREPARATION Munich, Germany - 22-23 May, 2006 London, UK - 12-13 June, 2006

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About the Programme

Since 1974, H. Silver and Associates has been the pacesetter in how to discover and win new business. Over 25,000 executives and professionals have learned marketing and proposal reality from HSA. They consistently rank our programmes as absolutely Number 1 in the high-technology marketing and proposal-preparation arena.

Over the past 31 years, we have achieved a 90% win record on over 2,200 proposals worldwide — helping our clients win contracts for programmes ranging from multi-million dollar services contracts to multi-billion dollar hardware systems, as well a variety of technical and commercial study and R&D contracts.

The New Challenge

Today’s rapidly changing marketplace and acquisition requirements are reshaping the programmes you pursue and the proposal you deliver. You face tighter budgets, fewer programmes, totally new business arenas, must-win technology R&D competitions, and streamlined acquisitions. In addition, the many major mergers both in the U.S. and Europe have changed the nature of new-business acquisitions.

Add to this challenge - the requirements for using electronic commerce, the Internet, and the demand for more oral proposals, plus tightened page counts and the move toward contractor-initiated solutions with fewer customer requirements, and you have, in effect, a totally new ballgame. The proposal today is a sea change from the proposal of just five years ago. And yet, the proposal strategies internal to the proposal are timeless. This seminar has been constructed for the Year 2006 and beyond!

Why HSA’s Technical Marketing and Proposal Preparation programmes? Because it was conceived and developed by true proposal professionals — Hy Silver and his senior consultants. And because its methods apply to all types of competitive procurements — military and commercial, high-tech, low-tech, and non-tech.

HSA is involved in a plethora of major competitions. We perform more successful consulting, provide more in-house training, present more seminars and workshops, and have more wins than any other company in our business. Come join us for this long-awaited and unique learning opportunity — one that will fully prepare you to manage and win future competitions.

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ABOUT H. SILVER AND ASSOCIATES

Requests for HSA’s services continue to increase. The company has grown proportionately, now numbering 150 professionals located in Los Angeles, Washington, D.C., and London.

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Part 1— PLAYING TO WIN IN THE NEW ENVIRONMENT

• It’s 2006 — Where Do We Go From Here?
• European Trends, Realties and Opportunities
• The New Situations — How Different?
• The Middle East Situation — Realties and Opportunities
• The Impact of Tight Money and Diminishing Markets
• The Fall-Out of Downsizing in the Aerospace Industry
• The New Faces of the International Customer — New Attitudes, New Pressures
• Impact of U.S. and Trans-Atlantic Mergers
• Overall Strategies for the New Era

Part 2— NEAR-TERM STRATEGY AND TACTICS — THE CAPTURE PLAN

• Large Hardware, Small Hardware, Studies, Technical Services
• Determining Basic Programme Win Themes
• Early Technical Strategies
• Customer Contact and Influence Plan
• Pricing Strategy and Tactics
• Specific Moves to Offset Competitors
• Countertrade Strategies

Part 3— STARTING THE CRITICAL PRE-PROPOSAL EFFORT

• Organizing the Effort to Have the Greatest Impact on Proposal Quality
• Helping the Customer With the Technical Analysis Requirements Work-Up
• Briefing Techniques That Lead to Serious Intelligence Gathering
• Influencing the Request For Proposal — A Must in Today’s Highly Competitive Market
• Determining How Much the Winning Proposal Should Cost to Prepare

Part 4— INTELLIGENCE GATHERING STRATEGIES AND SPECIFIC TACTICS

• Long-Term and Near-Term Intelligence Gathering
• Analyzing Intelligence Information for its Hidden Themes and Win Points
• Simulating the RFP Before It Arrives
• Customer Interface Strategies
• Aerospace, Defense, Computers, Telecommunications, Environmental, Construction, and State and Local Competitions
• Specific Intelligence Gathering Techniques You Always Wanted to Know

Part 5— DEVELOPING AND CONTROLLING THE PROPOSAL CONTENT

• Overall Proposal Planning and Initiation
• The Best Writing Aid — The Scenario III System
• Exemplary Scenarios From Actual Proposals
• Developing and Implanting the Specific Themes
• Writing for Maximum Customer Comprehension
• Addressing the Actual Evaluation System
• Writing to Obtain the Highest Score

Part 6— SOLVING THE RIDDLE OF THE CUSTOMER’S EVALUATION AND CONTRACTOR SELECTION PROCESS

• How the Customer Organises for Contractor Selection
  • Customer Contracts Selection Procedures — U.S./European/Middle East — Governments — Prime Contractors
• Criteria, Factor, Sub-Factor and Standards Systems
• Analyzing the RFP — Finding the Hidden Agenda
• Work Statement and Specifications
• Proposal Preparation Instructions
• Contractor Selection Simulation — Ingenious New Techniques

Part 7— PREPARING THE SUPERB TECHNICAL SECTION

• The Winning Technical Section
• The Complex Process of Communicating Your Technical Approach Effectively — Even the Engineer Must Sell
• The Optimal Technical Section Layout
• System Description, Technical Analysis, Tradeoffs
• Displaying Subsystem and Component Configurations
• The All-Important Proof Discussion
• Risk Analysis — Risk Management
• Examples of Superb Technical Proposal Sections
• Making Your Technical “Plans” a Winning Part of Your Technical Proposal
• System Engineering Management Plan
• Software Development Plan
• Production Plan — Total Quality Plan
• Configuration Management Plan
• A Comparison of Real Winning and Losing Proposals as Submitted on a Major Competition

Part 8— SPECIAL TIPS FOR “MUST WIN” STUDY PROPOSALS

• A Whole New Generation of Studies — Get Ready
• Insights Into Optimal Marketing and Proposal Preparation for New Technology and R&D Studies
• Understanding Who the Customers Are and What They Are Looking For
• Demonstrating Your Outstanding Win Qualifications
• Related Experience, Organization, and Management
• Demonstrating Your Advanced Position
• Developing Special Themes For Study Contracts
• Study Contract Pricing — Tricks You Must Know

Part 9— DEVELOPING THE EXTRAORDINARY EXECUTIVE SUMMARY

• A Very Important Mini-Proposal
• How to Do Best? When to Start? How Long?
• State-of-the-Art Summarization Techniques
• Some Extraordinary Executive Summary Examples

Part 10— THE WINNING MANAGEMENT SECTION AND RELATED VOLUMES

• How to Be #l in Management — Every Time
• Common Contents — Hardware, Services, Studies
• Optimizing Your Cost/Schedule Control Discussions
• Related Experience — Maximizing What You Have
• Paperless Management Systems
• Superior Organization and Resumé Descriptions
• Superior Graphics and Illustration Techniques
• Examples of Brilliant Management Sections

Part 11— THE PROPOSAL FINALIZATION PROCESS

• Effective Use of the Red Team (Tiger Team) and Specific Procedures
• Proposal Configuration Management Aids
• Dynamic New Ways of Dealing with Severely Page-Limited Proposals

Part 12— STRATEGISING AND ACHIEVING A WINNING PRICE

• Making the Cost Volume a Real Proposal
• Price Strategy — Actual Cost Versus Winning Price
• Passing the Customer’s Cost Credibility Tests
• Applying Management Judgment While Maintaining a Substantiated Price
• Dealing With the Low-Bidder Dilemma
• The Impact of Life-Cycle Costing

Part 13— POST-SUBMITTAL MANEUVERS FOR THE EVALUATION PERIOD

• Mandatory Post-Submittal Activities
• Using Post-Submittal Marketing Intelligence
• Getting the Most From Fact-Finding and Orals
• Developing Your Best and Final Offer — Why and When to Sharpen Your Pencil

Part 14— AUTOMATING THE PROPOSAL DEVELOPMENT PROCESS

• RFP Analysis
• Work-Flow Management
• Documentation Management
• Evaluation Criteria Simulation
• Automated Proposal Publication

Part 15— TOOLS AND TECHNIQUES FOR THE NEW MILLENNIUM

• Finding the RFP on the Internet
• Developing and Perfecting the Oral Proposal
• You Really Must Know How
• Submitting Your Proposal via CD and/or a Video
• Understanding the New Emphasis on Past Performance — Learning How to Display
• The Internet — Powerful New Tool
• Using the Internet for Market Research
• Locating RFPs and Other Solicitations
• Using the Internet for Electronic Intelligence
• Discovering Competitive Intelligence

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WHAT PRIOR ATTENDEES HAVE SAID

The enthusiastic reception and outstanding critiques by the former delegates testify as to the unusual worthwhileness of the programme. Below is a representative sampling of the critiques received.

Excellent. Up to date and specific. Also one of the most compelling presentations I’ve attended.
     — P. C. Wheeler, TRW

The best I have attended related to proposal marketing and preparation.
     — N. A. Sisak, Raytheon

Evaluation A+! Good sense of humor coupled with outstanding background provide excellent rapport.
     — C. R. Kline, Tracor, Inc.

Excellent — best marketing tutorial ever.
     — D. Greer, United Technologies Corporation

Fantastic — it’s the first time I’ve ever felt that the money, time, I’ve invested in a commercial seminar was worth it.
     — B. Windeshiem, America Air Filter

Lots of relevant, real world examples. I learned a tremendous amount.
     — George McIntosh, TRW Space and Technology Group

Extremely well presented, held my interest every minute.
     — John Byers, Physical Sciences Lab

Fast moving, excellent presentation, very informative, to the point, effective utilization of the time. Lots of data to take home and use.
     — Leo Conway, Eastman Kodak

There are only two reasons for not attending, either you already win 100% of your proposals, or you don’t care about winning.
     — Sarah Dunham, Computer Sciences Corporation

Very extensive presentation of materials. Provided not only immediate informative guidelines, but also a wealth of strategic insight.
     — B & W Nuclear Technologies (nuclear utility)

Edge of the seat stuff! In our case, an important need beautifully satisfied — for now.
     — R. Hurd, Rolls Royce Ltd.

Clear and to the point. Should help us greatly in our win rate.
     — Greg Watson, Sunstrand Aerospace

Outstanding, candid, useful.
     — C. E. Kunkel, Teledyne Continental Motors

Excellent coverage of the proposal process.
     — K. C. Bushnell, British Aerospace

Best presentation of its kind I have ever seen — showed the entire picture.
     — P. A. Butler, Lockheed Martin Aerospace

Excellent in every respect — a ‘no sleeper’.
     — P. S. Kier, Rockwell, Marine Systems Divisions

Excellent — a fast moving but informative seminar that speaks to the complete proposal/source selection process.
     — Gerald E. Murray, General Electric

Extremely well organized and presented — enjoyable as well as informative.
     — D. J. Kelly, Honeywell

Excellent for contractors; excellent for marketing personnel; excellent for procurement officials
     — James Smith, Department of Commerce, NOAA

Outstanding. The maturity, currency, reality, and hands-on experience are awesome.
     — W. R. Edgington, GTE Government Systems

Tremendous, candid presentation of important, practical points of marketing and proposal preparation.
     — Wm. J. Gager, Analysis & Technology Tech. Service

It held my attention and interest every minute. I left with the feeling that the presenter was like a football coach at a half time pep talk. I want to get out there and fight.
     — John E. Curry, Institute of Gas Technology

Excellent presentation indicating sensitivity to client thinking, with thought-provoking win techniques.
     — J. O. Evered, Occidental Engineering Co.

This seminar is all that was claimed — superb public speakers and communicators.
     — A. Beuven, Marconi Radar Systems

Extremely impressed with the presenter.
     — Terry Woods, Hughes Aircraft Co.

Excellent presentation and coverage of all key elements of a proposal.
     — Anas Afrie Bennani, Bombardier

Great — answered many questions I had before I came and ones that arose as I listened.
     — Liz Jackson, Lockheed Martin

Very refreshing to hear a down to earth seminar. I very much dislike seminars of theories. I rate this one excellent — very worthwhile.
     — Red Foreid, Boeing Computer Services Company

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REGISTRATION FORM

TECHNICAL MARKETING AND PROPOSAL PREPARATION

To Register by Phone or Fax or Mail: H. Silver and Associates 1960 E. Grand Avenue, Suite 1225 El Segundo, CA 90245-5053 Telephone: 01 (310) 563-1223 Facsimile: 01 (310) 563-1220 E-mail: hsahq@hsawins.com Click here to Download a brochure Please Send me MORE INFO

To register for a course, please fill out the complete form. Name: Company/Govt: Title/Position/Function: Manager Authorization: Address: City: State: Country: Post Code: Telephone: Fax: E-mail: Other Comments: After we receive your registration we will contact you concerning payment. Early registration fee is £1,295.00 if received at least 30 calendar days prior to event. After that date the registration fee is £1,395.00 per person. Choose location you would like to attend: Please select one city: Munich, Germany - 22-23 May, 2006 London UK - 12-13 June, 2006 FEES: Select one: 30 days before event Within 30 days London, UK Individual: £1,295.00 £1,395.00 We will contact you for Payment  information  - Please make sure your phone number is included above. Checks, Visa, MasterCard and American Express are accepted. Please make checks payable to “H. Silver and Associates,” and mail to the address above. Cash payments cannot be accepted. How did you hear of H. Silver and Associates?: (please choose one:) Brochure Defense News Magazine Insert Advertisement E-mail Friend/Colleague Web Browsing Other To submit this data, press here: To clear the form and start over: If your browser does not support forms, please email us at  hsahq@hsawins.com, or print this form and fax it to us at (310) 563-1220. We will respond within 24 hours.

PROGRAMME HOURS AND LOCATION:

Registration is from 8.00 to 9.00on the first day. The Programme begins at 9.00 and ends at 16.00 daily. Hotel to be provided after course sign-up has been completed. Attendees are responsible for their own hotel arrangements. 

INCLUDED WITH THE PROGRAMME:

Each attendee will receive comprehensive documentation on all subjects presented, including the detailed Proposal Reference Manual, Proposal Style Guide, and bound proceedings of non-proprietary presentation materials. Morning and afternoon refreshments will be served each day.

SUBSTITUTIONS AND CANCELLATIONS:

Substitutions may be made at any time. Cancellation of an accepted registration made prior to 15 calendar days before the start of the seminar is subject to a £100.00 administrative fee. Delegates canceling after that date and who do not attend are responsible for the entire seminar fee. Be sure to obtain a cancellation number from the registrar.

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No portion of these pages may be reproduced without the written consent of the publisher.
Comments and Questions: hsahq@hsilver.com