Winning More Business Globally “The Capture Management Life-Cycle”

1. Winning More Business Globally “The Capture Management Life-Cycle” By: Gregory A. Garrett, CPCM, PMPVice President, Program Management, North AmericaWireless Major AccountsLucent Technologies April 2003

2. Winning More Business – Globally • Key Topics • The Capture Management Life Cycle • A Process Approach – Inputs, Tools & Techniques and Outputs • Sweet Spot vs. Sour Spot Analysis • Why Bids/Proposals Lose • Key Characteristics Shaping the Global Business Environment • Globalization Paradigm Shift • What it Takes to Win Business Globally

3. The Capture Management Life Cycle From: The Capture Management Life-Cycle: Winning More Business, by Gregory A. Garrett and Reginald J. Kipke, CCH, 2003

4. The Capture Management Life Cycle (Phases & Stages) From: The Capture Management Life-Cycle: Winning More Business, by Gregory A. Garrett and Reginald J. Kipke, CCH, 2003

5. Pre-Bid Phase: Opportunity Profile Stage From: The Capture Management Life-Cycle: Winning More Business, by Gregory A. Garrett and Reginald J. Kipke, CCH, 2003

6. Sweet Spot vs. Sour Spot Analysis

7. Pre-Bid Phase: Capture Project Plan Stage From: The Capture Management Life-Cycle: Winning More Business, by Gregory A. Garrett and Reginald J. Kipke, CCH, 2003

8. Bid Phase: Bid Development Stage From: The Capture Management Life-Cycle: Winning More Business, by Gregory A. Garrett and Reginald J. Kipke, CCH, 2003

9. Why Bids/Proposals Lose

10. Negotiations & Contract Formation Stage From: The Capture Management Life-Cycle: Winning More Business, by Gregory A. Garrett and Reginald J. Kipke, CCH, 2003

11. Key Characteristics Shaping the Global Business Environment *Adapted from: Colin Coulson-Thomas, Creating the Global Company, New York, McGraw-Hill, 1992.

12. Globalization Paradigm Shift Adapted from “The Global Challenge”, by Moran and Riesenberger, McGraw-Hill, 1994

13. What it Takes to Win Business Globally ScopeofGlobalization Cultural Political Demand Structure Economies ofScale Competitiveness in the Globalizing Industry StrategicFocus Socio-economic Technological Adapted from: Global Marketing, by Hassan and Blackwell, Harcourt Brace Publishing, 1994

14. Individual Globalization Competencies Vision Strategy Structure Implementation CompetenciesRequired to make it work! Leadership Discipline Execution • Possess a global mindset • Ability to work with a highly diverse team • Possess a long- term orientation • Motivates employees to excellence • Facilitates organizational change • Sets high expectations • Leads by example • Focused on process improvement • Serves as a team or force multiplier • Holds employees accountable • Leverages Supply- Chain partners • Skillfully executes the deployment cycle • Plans and tracks performance with appropriate metrics DemonstratedAbilities/Actions Global Attitude *Adapted from the Global Challenge, by Moran & Riesenberger, New York, McGraw-Hill, 1994

15. Organizational Globalization Competencies *Adapted from The Global Challenge, by Moran and Riesenberger, New York, McGraw-Hill, 1994

16. Thank You & Are there any comments or questions?