Course description


Past Performance is a key proposal element used by customers to select new contractors. Learn how to present your organization's capabilities, stand out from the competition, and build trust with evaluators. This course provides a systematic approach to selecting and presenting your past performance references to maximize evaluation scores.

This course includes a two-hour Personal Coaching session, providing you with an expert review of your sample content. You will receive personalized feedback to help you refine and enhance your proposal development skills.

Designed for individuals responsible for Proposal Management or the preparation of Past Performance content for your organization.

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Course objectives


Master the Art of Past Performance in Proposals
Unlock the full potential of your proposal by mastering critical techniques in Past Performance. This comprehensive course will guide you step-by-step through every aspect of preparing persuasive, well-documented past performance sections that meet RFP requirements.

In this course, you will learn how to:

  • Critically assess bid opportunities to determine whether they align with your organization’s strengths and goals.

  • Interpret RFP instructions and evaluation criteria to ensure compliance and maximize your evaluation scores.

  • Review and analyze Performance Work Statements (PWS) to select the most relevant contracts.

  • Customize Past Performance Templates and tailor your responses to match RFP requirements.

  • Use a Past Performance Matrix to systematically evaluate contracts and select the best references.

  • Present your organization’s strengths effectively by populating your Past Performance Reference with clear, well-structured information.

Course overview


The Optimize Your Past Performance course is part of the integrated proposal development process. This course teaches you how to effectively select, organize, and present your organization's experience in proposals, ensuring that your achievements are clearly and persuasively communicated to evaluators.


Who this course is for

Designed for individuals responsible for proposal management or technical writing for the past performance response including references and corporate capabilities for your organization.

Prerequisites

Prior to starting this course, learners need to have intermediate Microsoft Word Skills.

Course Format

This course consists of a series of lessons, activities, templates, quizzes and additional resources. At the end of the course there is a quiz to test your learning for the content for this topic.

Will I be assigned an instructor?

Our courses are designed to be self-paced, allowing you to learn at your own pace. All the materials are available within the course, and you can follow the syllabus to guide your learning. The advantage of this format is that you can access the content whenever it works best for you. You have up to 12 months to complete a course. If you’d like extra support, Personal Coaching is available for Master courses or as a separate option. This can be added anytime to help answer questions or give you additional guidance along the way.

How long will it take to complete the course?

The time it takes to complete the course varies based on your interest, motivation, and how much time you can dedicate. Whether you choose to finish it in a day, a week, a month, or over a longer period, it’s all up to you and your schedule.

Learning outcomes

Effectively showcase your organization’s past performance in proposals using templates and desktop publishing techniques.

Reviews


NPA Proposal Manager

"Even though this is an eLearning course it’s just like being in face-to-face training. The training is very thorough and engaging."

VP Business Development

"After a recent bid loss, we sought personal coaching to understand how to improve our content. The targeted feedback and strategic recommendations provided invaluable insight, introducing us to new techniques that significantly increased our confidence and prospects for future success."

Barbara, Proposal Editor

"The content is divided into digestible sections which makes learning easier. The quizzes in each lesson are satisfying and I know I am learning the material."

Business Development Executive

"I wish I had this training when I first started working on Past Performance all those years ago."

VP Business Development

"Each topic builds on the other seamlessly, allowing you to develop a comprehensive proposal strategy step by step."

Course curriculum

  1. Course Introduction

  2. Proposal Toolkit

  3. Ch 1 - Overview

  4. Ch 2 - Analyze the Requirements

  5. Ch 3 - Plan your Response

  6. Ch 4 - Build your References

About this course

  • $1,450.00
  • eLearning 24/7
  • Course Workbook
  • 12-month access

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