Capture Management: Winning More Business

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CCH Incorporated, Mar 4, 2005 - Business & Economics - 330 pages
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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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Contents

This book goes far beyond merely writing persuasive business pro
3
The Capture Management LifeCycle 13 Chapter 3 PreBid Phase Opportunity Profile
29
PreBid Phase Capture Project Plan
61
Bid Phase Capture Team Kickoff
93
PostBid Phase Negotiations
133
PostBid Phase Contract Fulfi llment
169
PostBid Phase Opportunity Growth
193
Capture Management Information
209
Going Global Challenges and Opportunities
225
Capture Management Organizational
239
Proposal Automation Products Matrix
263
Index
323
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