Meet Jenn Pham, our new UX/UI specialist intern
Jenn is our UX/UI Specialist Intern with a passion for creating impactful digital experiences. She is equipped with proficiency in Figma, Adobe Photoshop, Animate, and Lightroom, with a focus on user-centric design. Her goal will be to enhance usability and optimize our CaptureExec interface functionality to strengthen our user experience. Jenn is majoring in Information Technology with a concentrating in Web Development from George Mason University.
What you should be doing a year or two out from RFP release
Starting from one to two years before the RFP drops, the capture phase kicks off and can stretch over two years. This is where the magic of teaming and shaping happens, significantly boosting your chances of winning (P-WIN) as the customer gets more familiar and impressed with what you’ve done before and what you can do. In this crucial phase, your Capture Executive is on the move, setting up meetings with government officials and scouting for potential partners to create a powerhouse team. They’re also on a mission to collect “G2” intelligence, piecing together insights from various sources about what the government wants and who you’re up against. This involves asking a bunch of different people the same questions to make sure the intel checks out. During the capture phase, make sure to loop in these key players: Executive Management Sales Management Capture Executive Government Executives Government Program Managers Government Contract Officers Getting these folks involved early on ensures everyone’s on the same page and pushing in the same direction.
Recognizing When to Step Aside
Ever wondered when it’s wise to back away from a government bid? Gaining insight over time, you learn the critical questions that need answering during the capture process to gauge your chances of success. This insight becomes crucial in deciding which opportunities deserve your energy. Spreading yourself too thin might leave you with a collection of near-wins, whereas focusing your efforts could secure significant victories. Prioritizing bids with a higher win probability should be your first step. The skill of knowing when to pass on an opportunity is vital for achieving success in the bids you do decide to pursue. Using objective and quantifiable methods to evaluate each opportunity helps you steer clear of investing in bids with slim chances of success.
Did you know there are 5 key ingredients to a successful capture?
Did you know there are 5 key ingredients to a successful capture? It’s true — making sure each one of these 5 items is done properly and thoroughly will benefit your company in the short and the long run. Build processes and protocols to optimize these functions and watch your win rate go up! Check out the video below to learn more! Drop us a line and let us know how you’ve mastered these steps, or feel free to send us any questions you have on mastering the capture process.
How to price your proposal
Pricing is one of the most important, and sensitive, components of your proposal submission. Get this wrong and all of the hard work that’s gone into the rest of the bid goes out the window. Watch this clip to get some tips on how to approach this super-important aspect of government contracting and capture management!
The best news you can hear from the Government
Watch this video to find out the best news you could possibly hear from the government during your initial customer visit!
Do you REALLY know your customer?
Do you REALLY know your customer? Do you know HOW to know your customer? If you answered “no” to either of those questions, read on! A customer profile shows you everything you need to know about a customer. Start with some basic questions to begin building out the profile: Then, consider employing all or as many of the below tactics: If you’re looking for professional assistance managing this or other parts of your capture process, book a call with us today – we’d love to see how we can help you win the next bid!
Asking the right questions to the government at the right time
If you don’t know how to ask the right questions, you’ve already lost the bid. We don’t say this lightly, or to be discouraging, but it’s super important you know which questions are worth asking the government, given the phase that they’re in when you conduct a customer visit, versus questions they simply won’t know the answer to at that stage. In this video, our CEO, Skip Blackburn, goes over the do’s and don’ts of asking the right questions when you get that all-important face time with the government before a bid is released.
When do you bid and when do you walk away?
By compiling all of your capture information in one place, you can quickly grade performance. The more information your Capture Executive has collected, the more likely you are to win the bid. Track your captures to see how well each one is doing using our CaptureExec software. This software gives you a platform that gathers all of the information on every capture in the pipeline. When you can see what deals are most complete and which need more work, you can better decide where to focus your efforts. A quick grade is the easiest way to separate out your best-qualified leads from those that need more nurturing. An objective grading process is a big part of what makes a capture management process repeatable. Over time, you learn the questions you need to ask, so it is time to take a look and make some decisions about which opportunities to pursue. Diluting your effort might result in a slew of almost-deals when a little focus could help close several. Identify the opportunities that are most likely to win and work on these first. Knowing when to walk away from an opportunity is the foundation for success on the deals you do choose to pursue. Objective and measurable scoring methods are the best way to avoid the trap of chasing after a capture there is no possibility of closing.
Meet Alex Paris, our new Sales Executive
In addition to his over 13 years of experience in selling, and doing business development, Alex is recognized as the trusted advisor to his customers and he works with his prospects to identify their weaknesses to showcase the strengths of the solutions that he sells. Members of his family & friends circle are well connected in the GovCon space, so Alex will be a quick study. have a peek at this website Alex is a graduate of the Charter Oak State College with a Bachelor of Science in Business Administration.
Mastering RFP Essentials: Your Key to Government Contracting Success
Gathering the right information on an RFP, and making sure that information is properly tracked and coordinated, is crucial to success in government contracting. In this clip, our CEO, Skip Blackburn, discusses why it’s vital to gather information in a timely and effective manner, and how it can significantly impact the outcome. next page
For 83 cents a day, would you ditch your spreadsheets?
For 83 cents a day, would you ditch your spreadsheets? What if I told you that’s all it costs to bring your capture management processes out of the Stone Age and into the future? In the competitive world of government contracting, every edge matters. Our state-of-the-art SAM Gov Tracker (SGT) capture management system ensures you don’t miss a beat. good From auto-sourcing opportunities to tracking every step in the capture process, SGT transforms your business overnight. Say goodbye to manual errors, tedious paperwork, and lost contracts. With SGT, you’ll harness real-time bid updates, stay compliant as you prep for proposal development, and enhance your bid’s precision when it goes in.
Successful bids stem from shaping deals well ahead of time
Successful bids stem from shaping deals well ahead of time, and that includes making productive customer visits to those agencies you want to work with. As part of those visits, you’ll want to decide ahead of time which agencies you can bring value to, and what areas, countries, disciplines, etc. that you can bring the most value, and make sure you feature and emphasize those things in your customer visits. check out this site In this video clip, our CEO, Skip Blackburn, discusses how you can make the most of your customer vitsits. Drop us a comment below and let us know what you think!
Now that your RFP response is submitted, what’s next?
Now that your RFP response is submitted, what’s next? go coupon You may wait six months after your proposal submission to find out whether you win or lose the contract. Government Contract Officers, Government Program Managers and Government Executives award a contract to the proposal that best aligns with their RFP requirements and pricing range. The resources spent on submitting a government bid are substantial, so you want to maximize the value you get out of the process. Whether you win or lose, make certain you always request a debrief from the Government to understand BOTH why you won or why you lost. This debrief provides essential information for future business growth. Now, let’s say you won — congratulations, your efforts paid off! Take the time to examine your proposal and compare it with other recorded wins. What common features do you find in this winning proposal and your previous wins? Your business gains additional successful data points, which allows you to continue improving your government bidding process in the future. You may discover short- and long-term trends, giving you a competitive advantage during the proposal process.
A robust pipeline of RFPs is your ticket to success
In the world of government contracting, a robust pipeline of RFPs is your ticket to success. You can’t settle for only the opportunities you’re “most interested in” or “most likely to win.” Building a substantial pipeline isn’t just about quantity; it’s about increasing your chances of landing contracts that align with your expertise. A diverse pipeline means a steady flow of possibilities, enhancing your odds of winning bids and propelling your business forward. Don’t limit yourself – cast a wider net and watch your government contracting endeavors flourish! reviews At the same time, you need a robust pipeline management tool to corral and advance all of those opportunities. It’s simply too demanding and too important to be left to Excel to do the job. In this clip, our CEO Skip Blackburn discusses how crucial it is to building out and managing a healthy pipeline for BD success!