As I came onboard Advanced Onion, one of the things that really bothered me was our adhoc opportunity management process, and constant ’surprise’ at things that were getting dropped through the cracks. We had no effective opportunity management process, which made opportunity management, PWin scoring, teams, and every aspect much more difficult and reliant on emails and memory. And worse, I had a really tough time understanding the true strength of the pipeline.
I researched the market and it came down to SalesForce and CaptureExec. SF was expensive and difficult, so we implemented CaptureExec in December and it’s been fantastic! The systems does everything that we wanted and more, and is extremely easy to use and manage, and it’s relatively inexpensive.
Anyhow, Skip Blackburn is extremely knowledgeable on the GovCon capture processes and can really advise on best practices as well.
Regardless, we couldn’t be happier with our implementation process (2 days), training (2 days), and subsequent usage of CaptureExec. We enter all opportunities in it, use it for Opportunity, PWin and Progress Scoring, keep all activity notes, upload all relevant documents (including NDAs, TAs, etc.), run our Gate Review process, do our Pipeline Review meetings in it, and at the executive level we are much more aware of the strength of our pipeline, etc.
Mike Douglass – Advanced Onion