The most vulnerable point in the business development continuum is the handoff from capture to proposal management. This transfer to the proposal team seems to fail often. But why is that? We see this time after time- the capture team creates a strong, defensible win...
People in our industry are wondering to what extent today’s government contracting market conditions represent a “new normal.” And, if not how soon can we expect a return to the “good old days?” If you define normal as a static condition, there is no new normal and...
The government’s use of oral presentations as part of the proposal process rises and falls like the waves in the ocean depending on the prevailing philosophy at the moment. Typically the slate of key personnel sounds a collective groan when they see the...
We are often asked, sometimes too late, if the incumbent program manager should be assigned as the Capture and/or Proposal Manager for the recompete. I cannot emphasize my answer too strongly: No, No, No, and NO again. Capture Manager and Proposal Manager hats...
Capture is as much art as science, the best Capture Managers are not made in a classroom. The best capture techniques are learned from a mentor in the heat of battle. Capture Management is too important to be delegated to the last individual standing when all of the...
