Articles tagged with : win probability

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...

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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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Better Reviews Equal Better Proposals

A systematic process can raise competitiveness and increase win probability.

Independent reviews ensure that proposals are compliant and responsive to the request for proposals. They also guarantee that proposals are feature-rich and technically and politically sound. Reviews should begin early in the proposal process and continue throughout proposal development. Each review builds quality into the proposal. When done well, reviews raise your competitiveness and increase your win probability. A solid review begins with experienced, knowledgeable reviewers and a comprehensive review plan. Your reviewers should include technical and management experts who deeply understand the subject of your proposal. Be sure to include customer experts who can bring the voice of the customer to your review process. The better your proposal reviewers, the better your review. Assign sections of the proposal to each reviewer that match his or her areas of expertise. For planning purposes, in a one-day review, assume reviewers can review about 40 pages of the proposal and provide constructive...

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