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The Business Capture Report Card - Phase Five
The Business Capture Report Card - Phase Four
This is the fifth of six articles in a series. This article focuses on assessment of your capture health for Phase 4 - Proposal Development. As appropriate, please revisit the April, May, June, and July articles to ensure you have the proper context for this article.
The first article provided an overview of a five-phase capture process and a summary of a capture health assessment tool I refer to as the Capture Report Card. The other five articles in the series focus on the key objectives and assessment guidelines for one of the five major phases, respectively.
The Business Capture Report Card - Phase Three
This is the fourth of six articles in a series. This article focuses on assessment of your capture health for Phase 3 – Pursue. As appropriate, please revisit the April, May, and June articles to ensure you have the proper context for this and subsequent articles in this series.
The first article provided an overview of a five-phase capture process and a summary of a capture health assessment tool I refer to as the Capture Report Card. This and the two remaining articles in the series focus on the key objectives and assessment guidelines for one of the five phases.
The Business Capture Report Card - Phase Two
This is the third of six articles in a series. This article focuses on assessment of your capture health for Phase 2 – Opportunity Qualification. As appropriate, please revisit the April and May articles to ensure you have the proper context for this and subsequent articles in this series.
The first article provided an overview of a five-phase capture process and a summary of a capture health assessment tool I refer to as the Capture Report Card. This and the three remaining articles in the series focus on the key objectives and assessment guidelines for one of the five phases.
The Business Capture Report Card – Phase One
This is the second of six articles in a series. This article focuses on an assessment of your capture health for Phase 1 - ID Opportunity and Make Initial Assessment. Please note that the initial release of this article in our April newsletter was updated a few days after release. Please revisit the April article to ensure you have the proper context for this and subsequent articles in this series.
The first article provided an overview of a five-phase capture process and a summary of a capture health assessment tool I refer to as the Capture Report Card. This and the four remaining articles in the series focus on the key objectives and assessment guidelines for each of the five phases.
The Capture Report Card is a tool that supports objective, timely, and comprehensive assessment of the health or status of a competitive business capture over the entire 5-phase life cycle. It provides for an assessment of ten (10) elements as shown below. The assessment is a self-evaluation by the capture lead(s) of what is being done or has been accomplished for each element compared to what should be active or completed at the time of the assessment. Everything associated with a competitive capture, from identification to award, is covered in one (and only one) of these 10 elements:
The Business Capture Report Card - Introduction
This is the first in a six-part series on the Capture Process Report Card – a tool and approach for a conducting a disciplined and objective assessment of the health of your capture over the full capture life-cycle.
Any business must constantly grow to survive. Achieving growth and earnings objectives with limited new business acquisition resources requires that you identify opportunities that fit your strategic objectives, are real, are winnable, and are profitable. Once identified, you must apply a disciplined process to qualify the opportunity, position your company as the best choice for the customer, and develop a compelling and compliant proposal. Even after proposal submittal, you must reinforce your offer and respond to any customer concerns or questions. If you are ultimately successful, you must be ready to perform what you proposed on day one of your new (or renewed) contract.
The Different Customer Roles in Vendor Selection
In the proposal evaluation process, different people play key roles at different points in the vendor selection process. The entire body of people involved in the decision are the Decision Making Unit or DMU. Your goal is to identify the key person who has the power to say "Yes!" to your proposal. To do that, it helps to understand the various roles people play.
Proposal Espionage, a Cautionary Tale
What would you do on a big RFP if Col. Johnson, the man in charge, were to call you and tell you to watch for the BAFO amendment, but you probably don't need to do much, since your bid at $16.4 million is way low, as the second bid is $19.2?
How to Capture the Win
Capture management involves developing an understanding of the customer, the solution, and the competitive environment, and then turning that understanding into a plan for how to win the bid. One can never have enough information. Like the pursuit of perfection—impossible to achieve but necessary to try.
Proposal Writing Myths and Realities
Many business people avoid new business development that requires written proposals. They believe common myths about the subject that are, in fact, false. The following five myths about proposal writing refute and demystify the process.
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- The Business Capture Report Card - Phase Five
- The Business Capture Report Card - Phase Four
- The Business Capture Report Card - Phase Three
- The Business Capture Report Card - Phase Two
- The Business Capture Report Card – Phase One
- The Business Capture Report Card - Introduction
- How to Capture the Win
- Proposal Writing Myths and Realities
- Proposal Espionage, a Cautionary Tale
- Why Should the Customer Select You?
- The Art of not being eliminated
- What Makes a Must Win Opportunity Any Different?
- 47 Things to Know Before The RFP is Released
- Alternate Proposals Why You Should (Almost!) Never Submit One
- Program Manager: To Win, You MUST Offer a PM with Customer Recognition
- Ten Things You Probably Did Wrong on Your Last (Losing) Proposal
- Capture Plans: To Win the Proposal Manager Must Bring These Elements into the Proposal
- The Different Customer Roles in Vendor Selection
- What's the Most Important Thing to Know about Winning Proposals?
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Unsolicited Proposals (1)
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