Learn how to position for wins before the RFP drops through effective capture management.
Summary
Capture Planning: Pre-RFP Strategy for Winning Contracts Learn how to position for wins before the RFP drops through effective capture management.
Evaluate your current relationship with the buying organization. Do you have established contacts? Do they know your capabilities? Have you delivered for them before? Strong relationships significantly improve Pwin.
Determine how well your capabilities match anticipated requirements. Identify gaps that require teaming partners or solution development. Better fit generally means higher Pwin.
Identify likely competitors and their probable strategies. Assess incumbent advantage, if applicable. Understand competitor strengths and weaknesses relative to your own.
Evaluate how the opportunity fits your strategic plan. Does it build important capabilities or relationships? Does it provide entry to valuable markets? Strategic importance may justify pursuing lower Pwin opportunities.
Determine capture and proposal costs relative to contract value and Pwin. Ensure you can adequately resource the pursuit while maintaining other commitments.
Based on comprehensive qualification, decide whether to pursue. Document rationale for future reference and lessons learned.