This free webinar covers the top 10 proposal mistakes that are most common in the business of winning government contracts - and shares techniques, tools, and best practices for avoiding them. https://ostglobalsolutions.com/ This course's material is based on more than a decade of experience, survey findings, and conversations with numerous Federal proposal professionals about their burning issues and struggles. The mistakes discussed in this course will cost you opportunities missed and budgets spent in vain.

1. Top 10 Proposal
Mistakes
And How to Avoid Them (Preview)
OST Global Solutions, Inc. Copyright 2011
(301) 384-3350 • www.ostglobalsolutions.com
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www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com

2. About the Presenter
Olessia Smotrova-Taylor,
President/CEO
OST Global Solutions, Inc.
Government proposal industry thought
leader
APMP-NCA Board of Directors
Editor and chair of the APMP-NCA
Executive Summary eZine that won the
2010 APMP Communications Award
Published author of dozens of training
courses and books
www.ostglobalsolutions.com Won $17 Billion in new business
16 years experience with a background
at Raytheon, Lockheed Martin, and the
Financial Times of London
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www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com

3. Mistake #10 - Having No Capture Effort – Or an
Incomplete Capture Effort
Even the most sophisticated of companies fall into the mode of chasing popup
opportunities and reacting, leading to lower win rates and burnout
 Per APMP survey, companies with high win rates
(75% and higher) spend more than 60% of B&P
budget on capture
 With an average win rate of 36% on proposals
submitted in a competitive environment for new work
per 2010 Grant Thornton report, most companies fail
to realize their full potentials
 Other problems:
- Staff burnout
- Lowered morale
- Impeded growth, loss of key resources, etc. http://bit.ly/gILKEk
 The worst pitfall of all – believing that you have conducted solid capture when in fact
you have not
Download the Full Presentation at www.ostglobalsolutions.com
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4. How to Avoid Mistake #10
Capture is to proposal what attending the course is to passing the final exam
graded on a curve. You cannot omit a single area as they are interconnected.
Resources:
Capture Onsite Training
(January 2012):
www.ostglobalsolutions.com/
capture-management-
training
Recorded BD training for
OST small businesses – Blueprint
Capture
modules 4-7:
Process
www.ostglobalsolutions.com/
government-contracts-
blueprint
Download the Full Presentation at
www.ostglobalsolutions.com
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www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com

5. …Because There Is No
Second Place in Proposals™
Download the Full Presentation at:
www.ostglobalsolutions.com
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www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com

6. Upcoming OST Training
See our entire schedule of courses at
http://www.ostglobalsolutions.com/training/schedule
 January Classes:
• Preparing Winning Multiple Award and
Task Order Proposals:
www.ostglobalsolutions.com/multiple-
award-proposals
• Foundations of Capture Management:
http://www.ostglobalsolutions.com/capt
ure-management-training
Download the Full Presentation at
www.ostglobalsolutions.com
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www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com

7. Contact Us for Your Proposal and Training Needs in Federal
Business Development
www.ostglobalsolutions.com
Andrew Panov Alex Brown
Vice President, Business Development Service
Business Development and Proposal Training Director
Main 301.384.3350 Main 301.384.3350
Direct 301.769.6607 Direct 240.316.3748
Cell 703.477.4572 Cell 703.307.8749
larltescoto@ostglobalsolutions.com abrown@ostglobalsolutions.com
Olessia Smotrova-Taylor
President & CEO
Office 301.384.3350
otaylor@ostglobalsolutions.com
Download the Full Presentation at
www.ostglobalsolutions.com
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www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com

8. OST Global Solutions, Inc.
Business development services to build your opportunity
pipeline
Capture and proposal professionals to assist you with pre-
proposal preparation and all aspects of proposal development
Onsite and public training in all facets of business
development
Proposal evaluation and process improvement
301.384.3350
service@ostglobalsolutions.com Download the Full Presentation at
www.ostglobalsolutions.com
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www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com