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.
Hiring a consultant can save your company a lot of money on your capture management process, but only if you find the right one. When you hire employees, you have control over how they spend their working day. However, when you work with consultants, they often have more autonomy.
When you reach capacity with your capture management team, you can’t pursue new opportunities. Your employees are already maxed out working with existing clients. If you want to continue expanding your business, you will have to find a way to increase capacity.
Professionals spend a lot more time analyzing every step they take along the sales cycle so they can find out where they went right. The same is true when they lose. Professional sports teams invest millions on post game analysis, practicing repetition of strategies that worked and finding ways to resolve weaknesses.
While it is fine to just enjoy the win or bemoan the loss during friendly competition, you need to pay more attention to your win/loss analysis for success, and to create a repeatable capture management sales process. Read More
Working with capture management consultants can help you prepare for new business opportunities that your current staff simply can’t accommodate. When you predict a future surge in workflow, you need a plan and skilled employees in place to handle the increased workload. Consultants offer you the flexible and expert hours you require, often at a fraction of the cost of a regular, full-time employee.
The challenge lies in finding the right prospect for your business: Which capture management consultants are the best fit for you and your company? As you search for your next consultant, be sure to ask every interviewee these six questions before signing a contract. Read More
Industry best practices become the SOP because they consistently yield the best results. Capture management best practices help create a repeatable, scalable process that generates the highest probability of a win for every prospect.
When running a small business, there are times in which you inevitably feel like everything that needs your immediate, undivided attention, hits at once. The problem is that you are only one person, and you undoubtedly only have a finite amount of resources – and expertise – under your roof.
Have multiple capture opportunities arrived simultaneously, or are you bidding on a highly competitive government contract? You and your team may not be able to offer each capture the necessary attention, resources and/or personnel expertise, which could lead to lost opportunities.
Government contracts offer a long-term and stable source of income. They are very tempting for most small to medium-sized businesses, but the initial investment required to land these deals can be a big barrier to entry. To tackle capture management, you often have to juggle the option of hiring someone full time or working with a consultant.
Looking at a sudden jump in employee costs before you land the business to support that jump can be nerve-wracking, but there are ways to control those costs. And working with a consultant can be a cost-effective way to handle your capture management. Read More