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Write a capture plan

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Five weeks ago, I had the pleasure of presenting a webinar dissecting six key tactics to help improve your win rate. These tactics include:. One of the biggest downfalls I see with the capture process other than skipping the capture phase completely is a lack of capture documentation. Once the company decides to pursue a potential opportunity, the capture manager needs to be diligent in documenting the information learned and gained.
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Project Planning a Step by Step Guide

Write a capture plan
Write a capture plan
Write a capture plan
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How to Write a Project Scope Statement

When we zoom in on that figure, we noticed a distinct difference in not understanding capture management as a concept, but rather documenting and implementing a management process is the BIG difference maker. Simply stated, qualifying new business opportunities at the beginning of the procurement life cycle will increase your companies win rate. There are ten crucial steps every GSA contract holder should take when successfully building a capture management plan. These steps are:. The first step is developing, defining, and documenting an internal process, which can be overlaid with your current operations. It should be noted that developing, defining, and documenting your capture management plan alone will not increase your win rate. In order to achieve a higher win rate, the capture management plan needs to be supported by all stakeholders in the process — ranging from the sales and marketing team to the executive management team.
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How to Create Stakeholder Management and Communication Plans

Capture begins when a company makes its initial decision to pursue a new business opportunity. We informally surveyed a group of Proposal Managers at the APMP National Conference to find out how prevalent this problem really is and the group confirmed the following:. This confirms that integration between capture and proposal processes is broken in 9 out of 10 companies. In effect, they were asked to write a proposal to a prospective client the company had never met and were expected to write a winning proposal based on just the information contained in the RFP.
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