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Course Description

This course is in teach-out and no longer available for course enrollment.

Business Development and Proposal Preparation (613)

Credits: 3


The function of a proposal is to sell the managerial and technical capabilities of the firm to carry out the work required at a reasonable cost. The importance of the proposal in contracting cannot be over-emphasized. It is the point of sale. It is the primary vehicle for winning additional business. It is also one of the most difficult management tasks for many companies, because every part of the company is involved in the development of the technical, management and cost aspects of the proposal and in the negotiation of the resulting contract.

This distance-learning course is the most complete, thoroughly documented discussion of proposal preparation available to the government prime contractors, subcontractors, commercial firms, and government agencies from any source. It provides detailed step-by-step documented instruction on every aspect of the pre-proposal, proposal, source selection, and contract definitization process.

Subjects covered include:

Increase Your Understanding of

• Contract definitions
• What government agencies expect in a proposal
• How marketing relates to proposal writing
• Source-selection procedures

Improve Your Ability to

• Develop competitive proposals

Texts:  Proposal Preparation, AGU Press

Subjects covered by Course 613
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