Winning Proposals Using Systems Engineering

Course Description

This course equips leaders with an understanding of how to use systems engineering to master the proposal process for complex systems, thereby establishing the foundation for success over the system or program lifecycle. Topics include prioritizing what business opportunities to pursue, managing the proposal effort, defining the technical scope and solution of what will be proposed and preparing the proposal.

Course ID: DEF 4525P
Course Format: Classroom

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CRN Start date End date Format Location Cost
16295 Sep 13, 2016 Sep 15, 2016 Classroom Atlanta, GA $1,495

Contract Only Course

This course is available for contract only. Please fill out this form if you are interested in this offering.

Special Discounts

GTRI employees are eligible for a discount on this course.  If you are a GTRI employee, please go to and look under “GT Professional Development” for a coupon code to use when checking out.

Note: Coupon codes must be applied during checkout and cannot be redeemed after your checkout is complete. Only one coupon code can be used per shopping cart.



  • A basic understanding of systems engineering processes is required. The information presented in DEF 4501P - Fundamentals of Modern Systems Engineering provides adequate background, but other introductory courses to systems engineering may also be adequate. For contracted sections, an additional day and a half of instruction is offered as an option to provide this prerequisite knowledge.


Who Should Attend

Engineering managers and directors, chief/lead engineers, project managers or engineers transitioning into one of these roles, and executive leadership in organizations who engineer complex systems

How You Will Benefit

  • Understand how to identify proposal opportunities that are strategically well-aligned with the organization and the environment
  • Learn how to optimize the amount of budget to allocate to a proposal effort and how that budget should be invested
  • Learn how to manage proposal efforts in a repeatable way by applying systems engineering business and technical processes
  • Learn how define the technical scope and solution of the proposed offering using a methodical, systems engineering approach
  • Learn how to prepare effective proposals
  • Understand how work done on a proposal can be leveraged to accelerate the kick-off of the contract once awarded


  • Introduction
  • Proposal Management Overview
  • Case Studies Overview - A Winning Proposal, A Losing Proposal, and a Pyric Victory
  • Review of Systems Engineering Processes Used in Proposal Management
  • Using SE and Strategy to Identify Proposal Opportunities
  • Lab – Analyzing the Case Study Opportunities in the Context of Strategic Alignment
  • Decision Analysis in Proposal Management
  • Planning and Controlling the Proposal Effort
  • Lab – Making Planning Decisions for Case Study Proposal Opportunities
  • Defining the Proposed Offering
  • The Customer Interface During the Proposal
  • Leveraging the Proposal Material to Accelerate Contract Kick-off
  • Bringing it All Together
  • Proposal Writing Course and Lab

For Course-Related Questions

Please contact the course administrator: Clement Smartt, Ph.D.