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