Our capture management service is designed to decrease effort and lower costs. More important, it’s designed to improve your win probability.
We offer coaching and support services that reduce the work of those taking a shotgun approach bidding. We sharpen the focus on solicitations that align with your strategic objectives.
The result? Your responds only to those opportunities which have been qualified. Your resources are used more efficiently because you identify better targets. When the focus is narrow and the vision becomes clear, wins are more probable.
Together, we’ll plan strategically, execute methodically, and implement processes for continuous improvement. We’ll utilize a systemic approach because, in the business of bidding, winning is everything.
What’s Capture Management?
Wouldn’t it be nice if the organization about to issue the solicitation already prefers you and your solution? That’s the aim of capture management. It makes your proposal the preferred choice.
Capture management involves all those activities that are aimed at increasing the win probability. It involves identifying the right opportunities and qualifying them, assigning a budget, extending customer contacts, gathering intelligence, developing a capture plan, assigning the right resources, developing the best teaming arrangements, and positioning your company for the win.
When is Capture Management Performed?
Capture management activities are performed before the proposal is written. In fact, they’re performed before the solicitation is released. They begin at pre-solicitation release and often, long before that.
Benefits of Capture Management
If you talk to veterans in buying organizations, many will agree that buying decisions are frequently made before the proposals are received. In other words, buyers often know who they are looking for when they issue the solicitation. Capture management helps your company position itself for this preference.
Our Capture Management Service
From start to finish, our capture specialists bring the experience you need to increase your probability of winning. We’ll work in partnership with your team to:
Review your company’s strategic goals and objectives
Establish the selection criteria for evaluating future opportunities
Research and identify opportunities that fit the selection criteria
Assess your organization’s online persona
Develop a capture plan that fits your budget
Resource and assign the capture team
Learn the customer requirements and objectives
Develop a solution that’s tied to the customer requirements and objectives
Focus the efforts of your sales team
Position the solution with the buying organization
Assess the competition
Develop the win strategy
Develop a teaming strategy, if needed
Assess price history and establish the price-to-win
From the customer’s perspective, assess the risk of contract performance
Initiate proposal development
Thankfully, much of the work product generated from these efforts will be recycled into the proposal.
Winning Is Planned
For important wins, the planning begins long before the solicitation is ever issued. If you’re ready to sharpen your vision, steady your aim, and increase your win probability, our capture management service is for you.