Free 3-day live masterclass · Oct 26–28, 2026 · 12:00 PM ET
How small and mid‑sized companies build a Billion $$$ pipeline.
Three days. One hour each. Bring one live opportunity and leave with the targeting map, the decision standard, and the capture rhythm that let a 20-person firm compete with a prime.
- Mon, Oct 26Day 1: The Math
- Tue, Oct 27Day 2: The Standard
- Wed, Oct 28Day 3: The Scale Problem
Hosted by Fran Dean-Bishop
Founder & CEO, Aerobodies Inc. 27+ years in capture and proposal management.
Register for The Billion-Dollar Pipeline Masterclass
One registration covers all three sessions.
Bring one live opportunity.
Free. Live, not pre-recorded. Replays available for 48 hours.
Days 1 and 2 are teaching only. On Day 3, there’s an optional invitation to a paid program.
After you register, you’ll go straight to Zoom to confirm your seat for all three days. Then check your inbox for Zoom’s confirmation email and add the sessions to your calendar so you don’t miss Day 1.
Trusted by
- 27+ years in capture and proposal management
- Federal and enterprise delivery since 1997
- 11M+ employee lives across 5 countries
- WOSB / EDWOSB
Sound familiar?
- You spent half a day on a solicitation, then found the deal breaker on page 84.
- You’ve paid for proposal help and BD consultants. The contracts didn’t follow.
- Your margin is in single digits, and every losing bid comes out of it.
- You built your plan around a set‑aside. Then the rules changed again.
Every one of these comes back to which bids you say yes to. That’s what these three days fix.
$179 billion went to small businesses last year. The average firm got $2.4 million.
Some of them are doing $60 million off the same solicitations you see. Same portals. Same deadlines. The difference is not effort. It is what they say no to, and what they go after years before the RFP drops.
Eligibility is access. It was never a strategy.
8(a). WOSB. SDVOSB. HUBZone. These certifications can open a lane, but they don’t answer the questions that decide whether an opportunity is worth pursuing: technical fit, past performance, competitive position, the incumbent.
The real question isn’t “Do we qualify?” It’s “Are we positioned to win?”
Have you ever bid something because you were eligible, not because you were positioned? This year my team identified 60 opportunities and passed on 37 of them. That is how a growing firm stops burning bid and proposal (B&P) dollars on bids it was never going to win, and puts its best people on the ones it can.
Three days. One hour each.
Every session starts at 12:00 PM ET. Each day ends with a working tool you keep.
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Day 1 · Monday, Oct 26
The Math
Why bidding more is making you poorer.
Sixty proposals can cost $300,000 to $1.2 million to win one contract. Source: GovCon Weekly
- Your real coverage ratio
- The true cost of a bad yes
- The five pipeline stages and how big each should be
Tool: Pipeline Math Worksheet
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Day 2 · Tuesday, Oct 27
The Standard
The decision standard, applied live.
- A live teardown of a real solicitation
- All 17 evidence checks and where to find each answer
- The Gate 1 disqualifiers that should kill a bid on day one
Tools: Bid Killer Checklist
Teardown Case File -
Day 3 · Wednesday, Oct 28
The Scale Problem
Running a prime-sized pipeline with a lean team.
- Vehicle-first targeting and recompete mapping
- Win themes that trace to evidence
- The 90-day capture cadence
Tool: 90-Day Capture Cadence
Five tools you keep
One before Day 1, and at least one each day. Use them on your own pipeline the same afternoon.
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Before Day 1
Pursuit Waste Calculator
Enter how many weak pursuits your team chases each month and how many hours they take. You’ll get a dollar figure for what those bids cost you this year. Bring that number to Day 1.
Run the calculator -
Day 1
Pipeline Math Worksheet
Enter your revenue goal and your win rate. See how many bids it really takes to hit that goal, what it costs in B&P, and whether your pipeline is big enough to get you there.
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Day 2
Bid Killer Checklist
Eight yes-or-no questions to run before anyone writes a word. If you answer no to any of them, you stop the bid or go find a partner. You’ll run it on your own live opportunity during the session.
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Day 2
Teardown Case File
The real solicitation we take apart live on Day 2, written up start to finish: what made it look like a good bid, what the evidence showed, which gate stopped it, and what would have made it winnable.
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Day 3
90-Day Capture Cadence
One page showing what a capture rhythm looks like each week, each month and each quarter. It lists who’s in each meeting and how long it runs, so a small team can keep a big pipeline moving.
Free. Days 1 and 2 are teaching only. On Day 3, there’s an optional invitation to a paid program.
What you walk out with
- Your pipeline math: coverage ratio, capacity ceiling, and cost per pursuit
- A hands-on method for scoring any opportunity across 10 dimensions and 17 checks
- The three gates that override any score
- A targeting approach that fills a pipeline with larger pursuits
- The 90-day cadence that replaces the loudest voice in the room
- Five working tools, yours to keep
Is this for you?
Who it is for
Owners, CEOs, capture, BD, and proposal leaders at small and mid-sized federal contractors with a live or near-term pursuit.
- You’re the owner and the BD department.
- You’ve bid all year and can’t say why you lost.
Who it is not for
- People looking for a list of open RFPs
- Firms that want proposals written for them
- Anyone who wants an AI overview
Meet Fran Dean-Bishop
Founder & CEO, Aerobodies Inc.
Fran has spent 27 years in capture and proposal management, with federal and enterprise delivery since 1997. For years she chased deals she was never going to win.
After ten rejections and zero wins, she stopped writing proposals and started studying the losses. Her win rate rose 43% in six months, and that method became the AerobodiesAI Capture Engine.
Trusted by federal agencies and global brands
What Capture Engine users say
In their own words.
“I am impressed with the depth and usefulness of the Capture Engine analysis. The report identifies strengths and weaknesses, provides recommendations for strengthening the response, highlights potential risks and compliance issues, and outlines action items and immediate next steps.”
“It could significantly reduce the time spent reviewing and responding to RFPs while also helping to minimize the inadvertent omission of key information or requirements.”
“I like the tool dashboard part that consolidates the information into a ‘next steps’ best approach per contract.”
Most valuable part?“The recommendations to overcome risks.”More confident deciding to Pursue, Partner, Pause or Pass?“Yes, significantly.”
Questions
Is it really free?
Yes.
Will there be a pitch?
On Day 3 there is an invitation to a paid 30-day group program. Days 1 and 2 are teaching only.
Is this a software demo?
No. You learn the method to run by hand.
What if I cannot attend live?
Replays are available for 48 hours.
What should I bring?
One live or near-term opportunity.
When do I get the Zoom link?
Right after you register, you’ll be taken to Zoom to confirm your seat. Zoom then emails your join link. Look for that email in your inbox (check spam too) and use it to add all three sessions to your calendar. One registration covers all three days.
Bring one opportunity. Leave with a decision standard.
October 26–28, 2026 · 12:00 PM ET · One hour a day
Save my seatFree. Days 1 and 2 are teaching only. On Day 3, there’s an optional invitation to a paid program.