Moving Companies Forward

Capture Management

Capture Management Approach

“I have found that being honest is the best technique I can use.  Right up front, tell people what you’re trying to accomplish, and what you’re willing to sacrifice to accomplish it.”  (Lee Iococca)

Using key meetings and field intelligence (walking the hallways of the customer) conduct a focused effort to determine the need (scope of potential contract), consider the client status, competition, and accomplish a solid self analysis to ensure you are prepared to pursue, win, and execute the contract.

Contract analysis:

  • Identify the Capture Manager, form a Capture Plan and Capture Timeline, set the dates for the four readiness reviews
  • Determine the Title of the contract; clearly identify the Customer and Acquisition Phase of the contract; and determine the next event (due date)
  • Summarize perceptions of contract objectives, requirements, deliverables, expected process compliance issues, and required services
  • Identify incumbent, determine status of incumbent, and determine customer perception of incumbent
  • Clarify the contract Type (IDIQ, FFP, T&M, etc); total value (dollar ceiling); perception of FTE count; type of FTE’s, cost of FTE’s, location of work, start date for contract, and duration for contract; collect pricing information to establish the expected budget for the contract
  • Accomplish a Readiness Review to confirm we have a clear understanding of the contract

Customer Analysis:

  • Determine how customer fits into larger organization; define in one sentence the goal for the contract
  • Identify how contract decisions accomplished; identify who we know within the organization
  • Define the Hot Buttons, the compelling problems that drive this RFP; capabilities that appeal to the customer
  • Accomplish a Readiness Review to confirm we have a clear understanding of the Customer

Competition Analysis:

  • Define characteristics of the winning organization;  determine who are we up against; are they appreciated by the client
  • Identify the strengths of competition, what do they have we do not have
  • Determine the weaknesses of competition, what are they missing
  • Develop our mitigation for the competition; what do we have they do not have
  • Accomplish a Readiness Review to confirm we have a clear understanding of the Competition

Strategic Analysis

  • Determine the Proposal Manager, specify who should lead this effort if we decide to pursue
  • Use the collected intelligence to design a win formula, define the required culture changes, partners, certifications, etc
  • Use the collected intelligence to determine the price to win
  • Form an Action Plan to shape the customers view towards features we offer, define the message that will influence client outcome
  • Clarify how the contract fit into our objectives, determine how the contract aligns with the contract, refine our understanding of how much work, (#FTE), # of weeks, potential for a transition period, staffing availability
  • Analyze current contracts and the impact of this new contract with current contracts
  • Confirm availability of the business development team to support the effort
  • Determine what happens to the company if you win; determine what happens if you do not win
  • Accomplish a Readiness Review to confirm we have a clear win strategy and solid tactics to achieve the victory

 


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