The success rate of your firm’s capture management process — the critical time between choosing to pursue a government procurement and ultimately submitting your proposal – is a critical determinant as to whether your business will succeed and grow or, at best, remain a small business. And although many firms do get into a steady rhythm with this process, there are always opportunities, to stop, analyze your metrics, and move forward more in a manner that is much more aware of all steps of your capture management process.
As a firm, you only have a certain amount of money allocated to work through the capture management process of all the deals you intend to work each year. What you don’t want to do is spend money blindly throughout the capture process only to decide at the end to not work through the RFP process because you didn’t have enough information at your finger tips to make that decision early.
Luckily, there are five simple things you can to do improve your capture management process immediately.
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.
Managing your sales process requires leadership and sales team commitment to ensure a productive, and documented, capture process. Businesses utilizing a formal, repeatable capture documentation process are successful, and businesses that use the right tools with the right data collection points, are even more successful. 
Some people are planners; others are doers. And while doers appreciate the very necessary work of planners, more often than not, they don’t want to wait – they’re ready to jump in and get to work. The determination of doers is praiseworthy, no doubt, but without a well-laid plan in place to provide guidance, direction, clarification and purpose, doers can find themselves in a precarious situation.