Best Practices for Effective Capture Process

1. Best Practices for Effective Capture Process APMP NCA Roundtable January 21, 2004 Nancy Kessler, VP, Process Consulting

2. Key Elements and Measures Pipeline/Funnel Management What percentage of opportunities make it through to final bid/no bid decision? Decision Gates How many do you have? How effective are they? Color Teams How often and effectively do you evaluate your capture plan?

3. Pipeline Management

4. Decision Gates

5. Decision Gates (continued)

6. Decision Gates (continued) Obtain final bid decision and assess readiness to produce a winning proposal Held after proposal plan established - no later than 1 week after receipt of final RFP Updated capture strategy is reviewed Approach and strategy are set Cost and price info in early stages Launches heavy resource commitments for a winning proposal

7. Color Teams

8. Color Teams (continued) Color Team Reviews are the lowest cost, value added effort one can put into an opportunity Do It Right Invest the time to train both the capture/proposal team and reviewers as to how to do a world-class review Cover All The Bases Costs, schedules, BOEs, �Why Us, Not Them�, compliance, reasonableness, responsiveness, risk, etc Be Positive and Do It With A Smile Reviewers are part of the winning team - not the enemy!

Best Practices for Effective Capture Process

Best Practices for Effective Capture Process

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