As an opportunity moves through the phasesof the opportunity lifecycle, it is supported by different roles or individuals.
If you want to improve your overall win rates, there are several tactics that can help you succeed.
In this world of bids and proposals, we all certainly want to win more. However, there are so many factors that impact a company’s probability of win.
Learning how to make smart bid/no-bid decisions is one of the most crucial skills individuals and government contractors can develop to improve their overall success.
Too often, businesses jump into pursuing contract opportunities without doing the necessary work on the front end.
One of the most crucial phases in the federal business development lifecycle is Capture.
This is the third part of our Proposal Plan series, that discusses developing the Win Strategy.
The most vulnerable point in the business development continuum is the handoff from capture manager to proposal management. This transfer to the proposal team seems to fail often. But why is that?
We see this time after time- the capture team creates a strong, defensible win strategy that by all measures should give the company an excellent chance of prevailing over the competition, but it never gets fully implemented by the proposal team management despite best intentions by all parties.
We are often asked, sometimes too late, if the incumbent program manager should be assigned as the Capture and/or Proposal Manager for the recompete.
Capture is as much an art as science.
The best Capture Managers are not made in a classroom. The best capture techniques are learned from a mentor in the heat of battle.
Capture Management is too important to be delegated to the last individual standing when all of the direct charge numbers are handed out elsewhere. Inexperienced Capture Managers need tips, tools, methods, processes and insights on how to conduct effective capture.