Articles tagged with : repository

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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