Articles tagged with : capture management

Resolve to Improve Your Win Rate

Focus on capture management and associated activities from the decision to pursue through award.

Let it be resolved that this will be the year in which we raise our new business win rate, write better proposals that cost us less to create, and leave the practice of working to exhaustion on late-night proposals as our final fond memory from the year now past. This New Year’s resolution will probably be made by executives at half the companies that work in the highly competitive government technology market. Yet few companies will change how they pursue new business, prepare for proposals, or handle the demanding task of writing proposals when the request for proposals arrives. To help achieve this New Year’s resolution, let’s focus on capture management and what companies should do from the time they decide to pursue a new opportunity until the award is made. Along with examining the capture management process, we will explore each of its activities. Capture management is a defined,...

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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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What Drives the Best Capture Managers?

The need to win is the key when picking the best person to chase the big contracts.

This article with Bob Lohfeld was originally published in Washington Technology magazine October 9, 2009. By David Hubler Good capture managers are known for their business and technical skills, understanding of complex government requirements, and intimate knowledge of their company’s competencies. But outstanding capture managers have at least one other asset: an innate drive to win. “Nobody is born knowing how to program a computer. But the competitiveness, I think, is born,” said Bob Lohfeld, president of Lohfeld Consultant Group, a consulting firm that specializes in capture management. “And you’ve got to have gifted ability if you’re going to play at a level of professionalism that a larger company and a successful company will demand.” Some industry experts liken capture management to the sports world, where overall excellence is rare and therefore highly valued. “Good or excellent capture managers are very hard to come by,” said Eric Gregory, senior vice president...

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