As the year draws to a close, you will probably reflect on your performance over the past twelve months and start to think ahead to how you could do better in 2017. Where did your capture management process succeed, maintain the status quo or break down? Can you affect change that will drive improvements next year?
You can’t control leadership decisions about spending or strategy, but you can control what you do with your time at work. Maybe some bad capture management habits have stealthily become routine practices, but you can get the jump on the new year by identifying and avoiding these common issues.
1. Wasting Time on “Research”
It can be easy to start spending more and more time looking for opportunities and less and less time actually making contact with opportunities in your pipeline. When this happens, you spend hours in front of the computer. That time might gradually spread out to include more general research, not research specific to your capture management prospects.
If you notice that you’re in the office more than you’re up and doing, it is time to start paying attention to your daily schedule.
2. Forgetting to Update the CaptureExec Pipeline Software
Every piece of information you gather on a prospect, opportunity or competitor should go directly into your CaptureExec Pipeline software. The longer you delay data entry, the more likely you are to forget to add something. Your pipeline software is only as helpful as the data you input. As you enter the new year, make data duty a priority.
3. Staying Silent During Group Meetings
Team interactions are essential to keep your capture management process moving toward an award. When you spend less time listening and responding during meetings, your capture management process can get off track. Your team needs leadership, so be sure you stay focused and participate on a regular basis. If meetings start to fall off your calendar, take the time to push them back to the top of your to-do list.
4. Identifying Issues, Not Solutions
While it is important to identify where your company can do better to improve your capture management process, focusing solely on problems might lower morale and productivity. Whenever you see an issue, be sure to guide the discussion toward proactive solutions that contribute to your capture management process. When you see an issue that might impact a potential government contract, start brainstorming solutions. Problem-solving is more difficult than complaining: noting problems without working on solutions is just that– complaining.
5. Enjoying an Isolated Lunch
When you start avoiding different employees or eating lunch alone, it can be a sign of trouble. Successful capture management involves participation from all levels of your company. Heading out to lunch to avoid a meeting with Sales or ordering in to dodge Logistics should be a flashing red light. Make sure to keep the lines of communication open and spend down time with employees from all departments.
As a Capture Executive, you bring a wealth of experience with government contracts and the industry into every deal you shape. As you become more comfortable in a role or with a company, it can be easy to fall into the trap of bad habits, which inevitably lead to fewer contract awards. By taking control of your day, ensuring you manage yourself and the capture management process and getting your team on board with your new resolutions, you can stay at the top of your government game.