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Tags Archives: GSA Management

IT-70 Prepares For a New Addition With the Creation of a Cyber Security SIN

Source: Winvale – GSA Schedule Blog

10 Important Facts About the New Health IT SIN

Source: Winvale – GSA Schedule Blog

Everything You Need to Know About the HCaTS Contract Vehicle

Source: Winvale – GSA Schedule Blog

10 Steps to Creating a Successful Capture Management Plan

capture management plan65% of GSA Schedule contract holders reported under $150,000 in sales for FY2013. When we zoom in on that figure, we noticed a distinct difference in not understanding capture management as a concept, but rather documenting and implementing a management process is the BIG difference maker. Simply stated, qualifying new business opportunities at the beginning of the procurement life cycle will increase your companies win rate. There are ten crucial steps every GSA contract holder should take when successfully building a capture management plan. These steps are:

  1. Analyze and qualify *NEW* opportunities
  2. Develop, define, and document your capture management plan
  3. Understand the issue(s) and the agency(s)
  4. Map your solution to the agency issue(s)
  5. Demo Solution & Influence the Opportunity
  6. Competitor Analysis
  7. Reassess the opportunity
  8. Price-to-win strategy
  9. Partner & teaming tactics
  10. Assess the contract’s risk

The first step is developing, defining, and documenting an internal process, which can be overlaid with your current operations. It should be noted that developing, defining, and documenting your capture management plan alone will not increase your win rate. In order to achieve a higher win rate, the capture management plan needs to be supported by all stakeholders in the process – ranging from the sales and marketing team to the executive management team. Using these ten steps and actively engaging in your capture management plan can be a strong indication of how successful a government contractor will be in the marketplace. To reiterate, government contractors need not only to implement a capture management plan, but also actively perform the activities in the plan in order to achieve success.

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