TArticles tagged with: new business

How much should we spend on capture versus proposal activities?

Recently, we worked with Market Connections to conduct a short poll of federal government contractors regarding the effects of sequestration and the government shutdown on the government contracting community—and the changes these reductions are requiring contractors to make to their businesses in 2014. One poll participant asked us, “During your research into Capture Management best practice, for planning purposes, do you have an estimation of the average hours spent or industry standard for hours spent by a Capture Manager between opportunity identification to bid decision?” In response, Bob Lohfeld provided his insights. I don’t think anyone has quantified it in terms of hours since that would vary greatly by the size (value of the job). A better way to look at the question is to ask the shape of spending over the life cycle of acquiring business. For this, there are some guidelines. If your spend before the RFP is … Continue reading How much should we spend on capture versus proposal activities?

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