The Competitive Edge Blog: Insights for Government Contractors

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. What Experience Should a Capture Executive Have? What Experience Should a Capture Executive Have? click here It probably goes without saying, but a potential capture executive have recent and relevant experience in how the capture process works. This capability reaches beyond a high-level understanding of capture. You should be looking for someone who can demonstrate how the process works, and how they have utilized the process successfully in the past. recent and relevant how This includes defining areas in which they’ve seen the process work, as well as areas they’ve found that need improvement based on specific business strategies. Anyone can spout off industry-standard capture processes, but a demonstrated understanding of the steps utilized in the capture process provides insight into their true breadth of experience. Do They Have a Record of Complex Captures? Do They Have a Record of Complex Captures? In addition to gauging their level of understanding of the capture process, does the potential capture executive have a successful past record of complex captures under their belt? If so, what was the outcome of those captures? Gauge the win/loss ratio of captures conducted, and have them explain why they believe certain captures to be more successful than others. Was there a key component that was different in a win vs. a loss? What did they do with the outcome information? How were they able to implement lessons learned moving forward? What Is Their Understanding of the Full BD Lifecycle? What Is Their Understanding of the Full BD Lifecycle? As capture is only one component of the business development lifecycle, it cannot successfully operate in an environment propped up by silos. Thus, a successful capture executive must have a demonstrated visibility into the full BD lifecycle, understanding all of the moving parts of capture through proposal development. Business intelligence gained during a capture process feeds win themes incorporated into a winning proposal, and provides valuable insight into the specific needs of the government customer. Do They Know the Customer? Do They Know the Customer? With all other facets being the same, the rolodex of one candidate could potentially shape your hiring decision if it will provide an overall benefit to your business strategy. BIT Solutions LLC See Full Bio

these details If government contracts are an important source of income for your company, reviewing your capture management process is an important part of keeping it stable. Capture management is an ongoing process that starts years before you finally submit a proposal. (more…) BIT Solutions LLC See Full Bio