The Art of Capture, Preview Webinar

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The Art of Capture, Preview Webinar

  1. 1. July 10, 2009 OST Global Solutions, Inc.Presenter: Olessia Smotrova-Taylor
  2. 2.  Starting late, rushing through Not knowing what to write Lack of substance - boilerplate text instead of an original solution Pricing way off target Features without benefits Excessive focus on the "WHAT," Quickest ways to get an and not the "HOW” evaluator to fall asleep… Structural issues, poor writing, few graphics, and compliance problems 2
  3. 3. Capture is to proposal whatattending the course is to passing the final exam graded on a curve “Hope to Win” is not a strategy 3
  4. 4. Strategic PlanningImplementation Market Research Pipeline Development Proposal Opportunity Management Identification Capture Management 4
  5. 5.  Does the opportunity fit in your strategic plan? Does your portfolio and technical capability match the requirements – would you be able to respond? Do you have the background and past performance? Do we have the required facilities? Do you have the resources to pursue, bid, and execute? 5
  6. 6. 1. Customer• Identify the right decision-makers• Build the relationship• Collect and document intelligence• Vet your solution• Influence the requirements 6
  7. 7. 1. Customer 2. Intelligence Gathering•Get the right intelligence necessaryto win and stay out of trouble•Know your sources•Pass the information to the proposalteam in useful form 7
  8. 8. 1. Customer 2. Intelligence Gathering 3. Win Strategy•Strategic approach•Effective capture planning anddocumentation 8
  9. 9. 1. Customer•Identify competitor 2. Intelligencestrategies Gathering•Exploit theirweaknesses•Win on approachand price 3. Win Strategy 4. Competitive Analysis 9
  10. 10. 1. Customer•Pick the right strategy•Select the best 2. Intelligenceteammates and subs Gathering•Negotiate for success5. Teaming 3. Win Strategy 4. Competitive Analysis 10
  11. 11. 1. Customer 6. Solution 2. Intelligence Development Gathering5. Teaming 3. Win Strategy 4. Competitive Analysis •Postulate requirements •Brainstorm on winning approach •Determine price to win 11
  12. 12. www.ostglobalsolutions.com/ art-of-capture Feel free to contact Olessia: 301-384-3350 (office) service@ostglobalsolutions.com www.ostglobalsolutions.com 12

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