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Capture Manager Creates Chaos in Post-RFP Collaboration

Ask the Proposal Doctor

Dear Proposal Doctor, Please help me to not kill my capture manager! This person is still running some of the meetings even though the RFP is out. The meetings are long and rambling. There are no agendas and no action items. Proposal contributors are losing faith that we know what we are doing. They want to work on their sections. I am afraid that the energy is sapping out of the team just at the time that it should be ramping up. Since my jurisdiction has concealed hand-gun laws, although I would like to resort to violence, I need some alternatives in dealing with this situation. Ready to Kill Dear Ready, Yikes. It is hard to change course once a syndrome like this sets in. But it can be done. First, you need to have a heart-to-heart with the capture manager to explain that since time is now of the...

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10 Reasons Why You Need Capture Management

A successful strategy requires buy-in from corporate leaders and a documented process.

When we examine why companies win or lose new business in the government market, the reasons are amazingly similar. Companies win more often when they focus on understanding customer requirements and objectives. They predictably lose more often when they don’t. Similarly, qualifying new business opportunities early in the business development life cycle results in better win rates, while late qualification results in fewer wins and cost increases in business development. These and other activities are strong indicators of how well a company will do in competitive procurements. This correlation provides clear evidence that companies can raise their win probabilities by performing certain activities well and in the right sequence, thereby establishing the basis for an efficient process known as capture management. 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...

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Capture Management Requires Planning

This Q&A with Bob Lohfeld was originally published in Washington Technology magazine August 7, 2008. by David Hubler Q: What is capture management? Lohfeld: Capture management is everything a company does to raise its win probability between the time it decides to pursue an expected government contract and the time the RFP is released. Q: How does it work? Lohfeld: After identifying an opportunity before the RFP is released, the company performs an early stage qualification review to make sure the deal fits the company and that there is a reasonable chance of winning. A capture team is then created from the line operation or from a standing group of capture executives. These are people who know how to orchestrate activities in the marketplace and in the company. They become the champions for the pursuit of the activity, bringing in technical experts, business development experts and consultants as needed. Together...

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3 Keys to Creating Winning Proposals

A defined and efficient process is essential to success.

Creating winning proposals is not the same as writing a proposal. Anyone can write a proposal for government work, given enough time and resources. However, only one bidder writes the winning proposal. The best proposals have three things in common: They are directed and written by talented people experienced at writing proposals. They follow a similar, defined process. They are designed in an environment that creates proposals efficiently. Your capture and proposal managers bring necessary skills to plan, staff, lead and control your capture campaign and develop your competitive proposal. They work as a team and understand each member's role. The capture manager leads the campaign, and the proposal manager comes in before a request for proposals is released to focus on developing the proposal. This team knows that the first step is developing a winning solution. During the capture phase and preproposal phases they work together to: Create a...

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