Capture Management and Proposal Training: Every company should have career development plans for its employees and offer professional development training for its management, key employees and especially for those people involved in business development, capture management, and proposal development. They should also provide training in proposal writing for technical and managerial professionals to help them write more compelling proposals.
Business Acquisition Process: It is principle that having a well-structured business acquisition process increases business acquisition effectiveness and reduces cost. Documenting these processes is the first step in raising the maturity of the business acquisition process. All companies of any reasonable size should have defined, repeatable businesses acquisition processes covering the business development, capture, pre-proposal preparation, proposal development, and post-proposal submission phases of the business acquisition life cycle. These processes should be fully supported by management and used for all new business acquisition.
Capture Management: Companies should evaluate every new business pursuit monthly and make an affirmative decision to continue, delay or suspend the pursuit. If no reviews are conducted, then every new business opportunity remains in play, even when it is clear that the company can’t win. Proper capture management reduces the effort spent on opportunities that are likely to be losers and focuses effort on opportunities with a better chance of winning. Measuring capture progress and making associated management decisions also are essential parts of the business acquisition process and necessary for increasing your win rate.
Management Decisions: The purpose of gate reviews is to ensure that management makes timely decisions about continuing to invest in a new business opportunity and to provide an opportunity for executive management to coach the capture team on how to raise its win probability. These gate reviews are fundamental to effective and efficient acquisition of new business.
Annotated Outlines: Annotated outlines or storyboards probably are not used. If they are used, they are not reviewed and approved by management. No wonder there is so much rewriting involved in completing typical proposals.
Proposal Quality: Professionally developed proposals do not have these problems. They are always compliant, compelling and responsive. Major improvements in proposal quality are still need by many companies.
Performance: Execute contracts to standards in accordance with SOW/Solicitation. Consider compliance, administrative and management requirements
No comments:
Post a Comment