As you prepare for 2014, take a good look at your capture management process.
Each company implements its capture management process to fit its culture and management structure, and all implementations should include the same fundamental activities.
- Qualify the opportunity. Assess the new business opportunity and make an appropriate decision to invest in the pursuit.
- Build the capture plan and resource the capture team. Develop a realistic, achievable plan that can be accomplished within the time available and against which capture progress can be measured.
- Understand the customer’s objectives and requirements. Take the time to fully understand the customer’s scope of work and the objectives to be achieved.
- Develop a preliminary solution linked to objectives. Create a solution to perform the work that achieves the customer’s objectives.
- Position with the customer. Preview your solution with the client to shape the procurement strategy and the client’s thinking.
- Assess the competition. Build a thorough, competitive assessment on which to base your win strategy and price to win.
- Develop a win strategy. Identify your company’s strengths and competitors’ weaknesses so you can mitigate your weaknesses, neutralize their strengths, and accentuate your positive discriminators.
- Establish a price to win. Establish a target price based on your competitive strategy and expected competitor pricing.
- Plan and execute a teaming strategy. Identify where teammates can bolster your position, and select the best teaming partners and negotiate teaming agreements.
- Assess risk. Identify, analyze, and mitigate contract performance risk as perceived by the customer.
Source: 10 Reasons why you need capture management by Bob Lohfeld in WashingtonTechnology.com
