Articles tagged with : capture manager

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...

Continue reading...

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...

Continue reading...

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...

Continue reading...

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...

Continue reading...