Employed during the capture management phase, Black Hat review processes may vary in implementation between companies and people, but the overall goal remains the same: to find the top competition for a government contract and analyze the strengths and weaknesses of those businesses, so you better understand how they will bid against you.
A government contract can be an incredible revenue stream; however, actually landing the deal can be a long and arduous process. That’s where customer relationship management (CRM) software can help. CRM technology is useful in managing and analyzing customer interactions. In the era of “the customer experience”, it’s increasingly vital to solve your client’s needs quickly and effectively. As a contractor, the government is your client.
Recently I have seen many different people make comments about how software technology is not very helpful within the worlds of capture management and procurement. And while that may help to explain why so many contractors still rely on Excel spreadsheets and emails for NDA’s, TA’s and SubK’s, avoiding government-focused technological solutions is only committing a disservice to yourself.
In the coming years, there will be lots of opportunities for businesses that depend on government contracts. But how do you find the ones you can successfully capture?
Second only to projecting sales, your capture management tool of choice is a key indicator of your capture management team’s performance and is also what keeps accumulated data about each prospect in one place. Its active monitoring begins the day your Capture Executive (also known as a Capture Manager or Capture Executive Manager) starts work. At that moment you with understand that your capture management team will change over time, and thus you may be faced with extreme difficulties when your Capture Executive leaves for other opportunities.
Take a look at the habits of successful leaders in your industry or your company’s area of expertise. By cultivating these same habits or by looking for them in your employees and consultants, you can identify employees most likely to lead your business through a successful capture management strategy.
Everyday, regular tasks become habits because they are recognizably and predictably essential for success, and you should always stock up your company’s cupboard with everything you need to improve your capture success rate. Read More
In today’s hyper-competitive, 24/7 global economy, automated capture solutions can help your business adopt and maintain a competitive edge by creating repeatable processes, eliminating inefficiencies, building a solid customer data bank and closely tracking sales metrics within your organization.
Identifying an appropriate candidate to manage your capture process can be a challenge. It isn’t that the capability and experience doesn’t exist, but rather the necessity that individual’s expertise must align well with your internal strategic business goals as an organization.
A new year means a new opportunity to take a look at what you did wrong and what you did right in previous year. As you think about your capture management efforts for last year, jot down some resolutions that might help to improve your success rate in the coming year. Creating a repeatable and scalable capture management process often starts by resolving to install better habits.
Take the time to prioritize the following seven resolutions to push your prospects through the pipeline to an award. Read More