TArticles tagged with: capture advice

Now is the perfect time to do an opportunity pipeline review

Is your opportunity still coming…but the capture team is working from home?

As Industry increasingly invests in working virtually, this is the perfect time to perform an in-depth review of your opportunity pipeline. Companies use a variety of tools to manage their pipelines (SalesForce, Microsoft CRM, Excel, etc.). These tools facilitate developing “just in time” reports or snapshots of any part of the pipeline; you can showcase these portions of the pipeline in your virtual meetings and update them in real time. Before using one of these tools, it is important to prepare. Start by reviewing how your opportunity pursuits become part of your pipeline. Identifying in which “quadrant” of pursuit they fit is the first step. This helps the team understand the challenges that lie ahead in the pursuit: Once the quadrant is identified, the details of pipeline development and population can be addressed: Assess your capture status: Schedule meetings with your capture managers and market leadership to examine the capture … Continue reading Now is the perfect time to do an opportunity pipeline review

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Using mind maps for proposal management activities

Visually generate, organize, structure, analyze, and classify ideas or information

I teach a proposal management class and use mind map examples for some of the lesson topics. I’m often surprised to learn that many of my students are not familiar with the mind map concept. In this article, I briefly introduce mind mapping and provide a few examples of how your proposal team can use mind maps as you prepare your proposal. What is a mind map? A mind map is a diagram used to visually generate, organize, structure, analyze, and classify ideas or information. It is an effective tool to capture and analyze information generated in brainstorming sessions. It facilitates collaboration, communication, learning, visual thinking, and problem solving. Mind maps can be used for planning, making decisions, and to facilitate outlining and writing. To create a mind map, you begin with a central concept/topic and develop related subtopics or themes around the central topic, connecting each to the center … Continue reading Using mind maps for proposal management activities

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Expert advice for starting out in capture and proposal-related positions – Part 3 of 3

New to the capture- or proposal-related profession or a seasoned veteran, you’ve had experiences that you can share to help all of us (new and “battle hardened”)  improve our professional and personal management and interpersonal skills, abilities, and focus. I recently asked a number of my colleagues to share their best advice for someone starting out in a capture or proposal-related position, e.g., proposal manager, capture manager, proposal coordinator, graphics, writer, pricer, etc. We wrap up our industry-leaders’ advice here in this final part of my 3-part series. Get clear definition of your role at a very granular level. This might sound like over-engineering, but it will pay off if everyone has the same expectations as to exactly what you are going to be responsible for and accountable for. Typically, descriptions of roles are written at a high level; this leaves lots of room for different interpretations and expectations. –Wendy … Continue reading Expert advice for starting out in capture and proposal-related positions – Part 3 of 3

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Expert advice for starting out in capture and proposal-related positions – Part 2 of 3

Last week we heard from a number of capture and proposal industry experts who shared their best advice for someone starting out in a capture or proposal-related position, e.g., proposal manager, capture manager, proposal coordinator, graphics, writer, pricer, etc. Whether you’re relatively new to the capture- or proposal-related profession or are a seasoned veteran, there are things you’ve learned that you can share with all of us that can help us improve our professional and personal management and interpersonal skills, abilities, and focus. Here is part 2 of my 3-part series imparting these experts’ advice. Make compliance your friend. Study it. Learn it. Love it. The most practical experiences that taught me the most were creating proposal outlines where I had to examine the requirements line-by-line and creating compliance matrices that did the same. Truly understanding the requirements will always give you the right response information, language, and tone you … Continue reading Expert advice for starting out in capture and proposal-related positions – Part 2 of 3

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