Articles tagged with : pursuit decision

4 Keys to better capture analytics

And 7 ways to measure the quality of your pursuit decisions...

Capture analytics is the science of measuring how well you have performed each of the activities in your capture management process and then correlating these measurements with the outcomes of your bids. Understanding this correlation can help you make better decisions about what deals to pursue and how likely you are to win, and they can improve the accuracy of your revenue predictions. The foundation for capture analytics is econometrics, which uses statistical techniques to isolate the degree to which each activity in the capture process contributes to the win. It takes a lot of historical data to do this correlation well, but when done correctly, it can become a powerful predictor of win rates and new business revenue. So how does it work and how can you use capture analytics to your advantage? Measuring capture performance Capture management is a process that has a defined set of activities to...

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