It’s indisputable that the capture management process is long, multi-faceted and complicated. As discussed in our last blog – even preparation for a capture should begin years in advance. But sometimes it seems that there are not enough hours in the day, week or month to get all necessary steps accomplished. Sometimes it does become necessary to cut some corners and prioritize. And to prioritize effectively, you must understand exactly which steps of capture management are completely crucial to success:
Understanding Your Customer’s Requirements
Understanding the requirements of your customers can be accomplished in a few different ways. However it is imperative that you recognize that none are mutually exclusive; in fact, you should do all in your power to touch on each of the following points so that you have the most thorough understanding of exactly what your customers are looking for.
When your opportunities outstrip your resources, a capture management consultant is often the best solution. This position provides key support to help bring all of your in process captures to a successful conclusion.
When you’ve invested the time and resources required to submit a Government bid, it can be a tremendous disappointment to be notified you were not the winning bidder. It is especially frustrating when you were sure that you’d done everything the right way – gathered intelligence, analyzed the competition, developed your win strategy, and submitted a compliant and well-crafted proposal. So what now? What additional value could this loss possibly add to your company? You’d be surprised.