Articles tagged with : requirements

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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