TArticles tagged with: customer objectives

10 Fundamental capture management activities

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 … Continue reading 10 Fundamental capture management activities

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