An Acquirer’s and Supplier’s Guide to Success Using Systems Engineering

  • Overview
  • Course Content
  • Requirements & Materials

An Acquirer’s and Supplier’s Guide to Success Using Systems Engineering

Course Description

An Acquirer's and Supplier's Guide to Success Using Systems Engineering equips leaders with an understanding of how to use systems engineering to master the proposal process for complex systems for both acquirers and suppliers, thereby establishing the foundation for success over the system or program lifecycle. Topics include how acquirers can use systems engineering to obtain products or services that satisfy their needs and how suppliers can use systems engineering for proposals. The course focuses on an example case study and includes lectures and student activities and presentations.

Course Content


  • Proposal management overview
  • Case study – business need that forms basis for RFPs and proposals


  • Fundamental SE concepts and processes used in proposals
  • Planning acquisition efforts for acquirers
  • Defining specifications for an RFP for acquirers
  • Defining the proposed offering for suppliers
  • Planning the proposal response effort for suppliers


  • Systems engineering strategy
  • Economic evaluations
  • Decision analysis techniques


  • Writing effective RFPs for acquirers
  • Writing effective proposal documents for suppliers
Requirements & Materials



* Note: A basic understanding of systems engineering processes is a required prerequisite for the four-day version of the course. The information presented in Fundamentals of Systems Engineering provides adequate background, but other introductory courses to systems engineering may also be adequate. For contracted sections, an additional day of instruction is offered as an option to provide this prerequisite knowledge.



  • Laptop (1 per 4 students for classroom use)
  • Notebook of course slides and notes

Who Should Attend

This course is designed for acquisition professionals, engineering managers and directors, chief/lead engineers and project managers, engineers transitioning into a leadership role, and executive leadership in organizations that engineer complex systems.

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What You Will Learn

  • Systems engineering processes and tools for acquirers to define an effective and correct specification and RFP
  • How to qualify, budget, and manage proposal opportunities
  • The technical scope and solution of the proposed offering
  • How to prepare effective proposal related documents
  • How to leverage work done on a proposal to accelerate the kick-off of the contract once awarded

How You Will Benefit

  • Understand how to write an effective RFP to acquire complex systems.
  • Understand how to select between multiple proposals from suppliers.
  • Understand supplier perspective.
  • Qualify proposal opportunities more astutely.
  • Budget and manage the proposal process more effectively.
  • Define a winning technical concept.
  • Write an effective proposal.
  • Understand acquirer perspective.
  • Taught by Experts in the Field icon
    Taught by Experts in the Field
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The course schedule was well-structured with a mix of lectures, class discussions, and hands-on exercises led by knowledgeable and engaging instructors.

- Abe Kani


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