Encore Session - How to Win Government Contracts: Finding the Devil in the Details

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Event Date
Start At : Wednesday, March 2, 2011 - 9:00am
End At : Wednesday, March 2, 2011 - 5:00pm

How to Win Government Contracts: Finding the Devil in the Details

Advanced Project Management Training Seminar
Presented by Northern Virginia Community College Workforce Development
A PMIWDC Strategic Partner

Sorry, but this session is sold out. Look for more upcoming NVCC courses this spring!

7 PDUs for Certified PMs


This seminar provides 7 PDUs for certified PMs.

Date and Location

Wednesday, March 2, 9am-5pm

Course Length: 7 hours – 1 class day from 9:00am – 5:00pm
Providing 7 PDUs

NOVA Community College
Reston Center, Room 307
1831 Wiehle Ave
Reston, Virginia 20190
Driving Directions 

Registration and Costs

$395 per person

Register online or by phone at calling 703-450-2551. Reference course code BUSC 1589 71L
Please register early: The Advanced PM Training series is very popular and space is very limited.

About the Course

If you respond to government RFPs how often do you find yourself unsure:
  • what the RFP is really asking for
  • if your organization really qualifies
  • if the RFP is worth the return on time and investment
  • if your organization’s top executives are truly committed
  • who the competition might be and how your organization will fare
These considerations and many more will be the focus of this one day, pragmatic seminar on RFP “shredding,” taught by an accomplished veteran proposal “winner” and legal consultant.   Participants will explore the full range of environmental factors that drive business success in government related ventures. Information includes legal, program management and competitive marketing issues presented using a case study format. At the completion of the program, participants will have a deeper ability to view bidding opportunities and risks from the perspective of general contractor and subs, from incumbent as well as new entrant to the process. The costs of losing bids, losing current business or winning losing business will be covered, particularly in relation to the role of team dynamics, statement of work and government customer intelligence.

Through lecture, discussion, and case study exploration, material covers:
  • Customer intelligence, relationship and trends – knowing competitors, bidding techniques, strategies and more
  • Your company’s strengths and weaknesses – including financial capacity concepts
  • Targeting customers and preferences in vendors – who are the key decision makers, RFP similarities, and more
  • New Business or takeaways – concepts of approach
  • Company executive commitment and support – internal sponsorship and strength
  • Acquisition team or matrix effort – Who is on the team and how much time is being devoted to the project
  • Competitive Data Base by category – breaking down the RFP and discovering how it recently has been sold by winners and losers of the bid
  • Leadership – Integrator/General contractor

Register online or by phone at calling 703-450-2551. Reference course code BUSC 1589 71L

About the Instructor

Robert Ohneiser, Esq.

Bob Ohneiser has a BS Industrial Management, an MBA in Corporate Finance, Juris Doctorate law, and is licensed to practice law in New York and Virginia. Bob managed the MCI International Government business prior to the merger with Worldcom, winning numerous large contracts.

His background includes winning major proposals for AT&T Government Systems; creating teams to bid on a Bureau of Engraving and Printing Currency Proposal; consulting with major government agencies on large proposal analysis. He continues to consult as an attorney on government bidding efforts.


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