Articles tagged with : capture management

Planning for Better Capture Management

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.

Interview with Bob Lohfeld 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 they form the capture team and go after the contract requirements. Q: What do they...

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Contracting 101: Start with Patience and Value

There are no real shortcuts to becoming a government contractor.

By Joyce Bosc Small businesses with big aspirations often look to government for sales opportunities, but the size of that government-sales undertaking can be overwhelming. Yes, smaller jobs may be sold to government through a simple purchase order, but true success in getting government business takes more. To become established as a trusted government contractor, your company must be prepared for a resource-intensive process that might take as long as two years. The commitment is big, but the successes can be even bigger. There are no real shortcuts to becoming a government contractor. However, an understanding of available government support services and tools can make navigating the process simpler and more efficient. An emerging type of service provider for aspiring contractors is the business development consultant. Often retired from government or from established contracting firms, many consultants offer proposal writing, training and capture management planning to anticipate government sales needs...

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