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Capture Management Life-Cycle: Winning More Business

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 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

Table Of Contents

Chapter 1: What it Takes to Win More Business
Chapter 2: The Capture Management Life-Cycle
Chapter 3: Pre-Bid Phase: Opportunity Profile & Stakeholder Buy-In
Chapter 4: Pre-Bid Phase: Capture Project Plan
Chapter 5: Bid Phase: Capture Team & Bid Development
Chapter 6: Post-Bid Phase: Negotiations & Contract Formation
Chapter 7: Post-Bid Phase: Contract Fulfillment
Chapter 8: Post-Bid Phase: Opportunity Growth
Chapter 9: Capture Management: Information Technology Tools
Chapter 10: Going Global: Challenges and Opportunities
Appendices
Capture Management Organizational Assessment Tool
Glossary of Key Terms
Bibliography