Capture Management Life-Cycle: Winning More Business
Overview
Provides a comprehensive step-by-step approach to help individuals and companies win more business. The philosophy behind the Capture Management Life-Cycle is that business is won with mutually beneficial offers that meet a customer's objectives as well as the seller's requirements for profitability.
The three-phase Capture Management Life-Cycle model is presented with inputs, tools and techniques, outputs, case studies and forms/templates to assist business professionals in selling products, services or solutions. The Capture Management Life-Cycle consists of three phases, ten stages and more than 35 key actions for winning more business.
Features
Features and Benefits
* Capture Management Organizational Assessment Tool - The CMOAT is designed to help sellers of products, services or solutions improve their current capture management rate. The process involves three basic steps: (1) Evaluation of capture capability, (2) Evaluation of capture performance and (3) Mapping capability and performance scores to the Capture Management model.
* Forms, templates and checklists
* Glossary of Key Terms
Author
Gregory A. Garrett and Reginald J. Kipke
Gregory A. Garrett is the Managing Director and Practice Leader of the Government Contract Services practice within Navigant Consulting, Inc., located in the Vienna, Virginia office. He is an internationally recognized expert in government contracting, cost estimating, contract pricing, proposal/capture management, and project management. He is also a best-selling author of 16 books and 90+ published articles, highly acclaimed speaker, and, during the past 25+ years, he has managed more than $30 Billion of large complex contracts and projects in both the U.S. government and industry. He has taught and consulted with more than 25,000 professionals in 40+ countries. He is the recipient of numerous national and international business awards for his writing, teaching, consulting, and leadership.
Reginald J. Kipke, PMP is an industry executive, author and consultant with over 20 years of bid and proposal experience in both the government and business sectors. He was most recently Capture Management Director of one of the world’s largest communications technology companies. He is a member of the APMP National Capital Area chapter.
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