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The Art of Capture, Preview Webinar



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  • 1. July 10, 2009 OST Global Solutions, Inc.Presenter: Olessia Smotrova-Taylor
  • 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. 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. Strategic PlanningImplementation Market Research Pipeline Development Proposal Opportunity Management Identification Capture Management 4
  • 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. 1. Customer• Identify the right decision-makers• Build the relationship• Collect and document intelligence• Vet your solution• Influence the requirements 6
  • 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. 1. Customer 2. Intelligence Gathering 3. Win Strategy•Strategic approach•Effective capture planning anddocumentation 8
  • 9. 1. Customer•Identify competitor 2. Intelligencestrategies Gathering•Exploit theirweaknesses•Win on approachand price 3. Win Strategy 4. Competitive Analysis 9
  • 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. 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. art-of-capture Feel free to contact Olessia: 301-384-3350 (office) 12