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Capture
Management involves planning, execution and management of activities that
begin with identification of a Federal opportunity and end with a
decision to bid. The process we teach is focused on learning the goals,
dreams and key drivers perceived by the customer, then obtaining the
details that allow your firm to create a compelling solution and
proposal based on interaction with the customer. You will learn the steps involved in
capturing Federal opportunities; steps that include: developing and
executing a capture plan, determining which people in the client
organization to meet with and how to prepare for the meetings. Specifics of documenting information
are covered along with analyzing client organizations and competitors
to create strategies for winning the opportunity. There is a rigorous process presented
for making pursue/no pursue and bid/no bid decisions.
The
course covers the specifics of creating a capture plan, analyzing
requirements, demonstrating your capability and commitment to the
customer and creating the win themes that discriminate you from the
competition in the mind of your customer.
The
8-hour workshop is presented by one of our senior staff. We can train your entire Capture Team
on-site for those "must win" procurements with a workshop
tailored to your firm and your client's
objectives. The workshop is also taught on a public basis at the Advantage Consulting office. All instructors
have extensive experience in Government and industry.
Summary:
The workshop provides guidance on expanding your business with the
Federal Government. It combines lecture and a broad range of capture
exercises to teach attendees what to do when faced with managing the
processes leading to the decision to bid a "must win" Federal
procurement.
Objectives:
Provide attendees with the processes and techniques that lead to successfully
bidding and winning key Federal procurements.
Audience:
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Capture Managers & Capture Team Members
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Business Development VPs, Directors, and Managers
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Division VPs, Directors, and Managers
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Operations VPs, Directors, and Managers
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Marketing Staff
Special
Topics:
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Preparing and Executing a Capture Plan
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Gathering Client and Competitor Intelligence
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Documenting and Analyzing Intelligence to Prepare a
Win Strategy
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Turning Intelligence in to Winning Themes for
Proposal Preparation
Workshop
Outline:
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Creating Business Relationships & Developing
Opportunities
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Building a Capture Plan & Establishing the
Capture Team
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Obtaining and Tracking the Details
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Supporting the Champion
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Working the Opportunity
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When and How to Quit an Opportunity
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The Money Trail; Acquisition and Funding
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Client and Competitor Intelligence Analysis
Ø Transition to Proposal
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