Articles tagged with : capture management

3 Critical Steps to Surviving Tough Times

People, training, and technology are critical.

There's little doubt that the federal budget will undergo some contractions this year, either because Congress will reduce spending levels outright for some agencies or the inevitable flow of continuing resolutions will postpone approval for new spending levels. As budgets shrink, there will be fewer new contracts in the government contractor market. With fewer deals to compete for, contractors will need to raise their level of competitiveness to win their share. Now is the time to invest in new business acquisition, not scale back. Companies making investments in people, processes and technology will raise their level of competitiveness and, in the face of a tightening market, will win their share of new business. Companies failing to meet these new challenges will become casualties as they watch the market change and competitions become more demanding. Invest in people You can raise the level of competitiveness of your business development (BD), capture...

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To Bid or Not to Bid

Seven Criteria for Making Sound Bid Decisions and Avoiding the Traps that Lead to Poor Bid Decisions

The bid/no-bid decision is the most important decision you can make in the bidding process. Making it correctly can raise your win rate, increase your company's revenue growth rate, and reduce your overall cost of new business acquisition. Making it poorly can cost you, your proposal team, and maybe your company. Bob Lohfeld discusses the Seven Criteria for Making Good Bid Decisions and the Traps that Cause Executives to Make Poor Decisions. He also discusses how balanced score cards can be used to predict win probability and how portfolio management techniques can be used to select bid opportunities.

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