Capture Management: Winning More Business
CCH Incorporated, Mar 4, 2005 - Business & Economics - 330 pages
The Capture Management Life-Cycle 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.
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This book goes far beyond merely writing persuasive business pro
The Capture Management LifeCycle 13 Chapter 3 PreBid Phase Opportunity Proﬁle
PreBid Phase Capture Project Plan
Bid Phase Capture Team Kickoff
PostBid Phase Negotiations
PostBid Phase Contract Fulﬁ llment
PostBid Phase Opportunity Growth
A.T. Kearney Action Item and/or assessment beneﬁts Bid Phase Bid Reviews buyer Capability Factor Capture Management Life-Cycle Capture Project Plan Capture Team Kickoff Change Request Checklist collaboration software company’s competitive competitive intelligence competitors complete Contract Change contract fulﬁllment contract manager cost customer loyalty customer’s Date Deﬁciency deﬁned document e-mail ensure Escalation evaluation Factor x ﬁnancial ﬁnd ﬁrst Form future business global identiﬁed identify impact inputs meeting OA&M Ofﬁce Opportunity Proﬁle organization outputs parties Pink Team Reviews portunity Post-Bid Phase potential Pre-Bid Phase products and services proﬁt Proposal Development requirements Responsibility Assignment Matrix Risk Mitigation Plans schedule Score Section seller solicitation solution speciﬁc stage Stakeholder Approval Stakeholder Buy-In Stakeholder Opportunity Review suppliers tasks Team Leaders team members Technical Timeline tion track Update win more business Win Strategy Windows 98 Windows NT 4.0