Step-by-Step Guide: How to Hire a Capture Management Consultant

Posted by Skip Blackburn on Mar 7, 2017 11:23:22 AM

Does This Sound Familiar?

If you own your own business, you know what it feels like when every item that requires your undivided attention demands that finite reservoir of focus all at once. But what if multiple government sales opportunities you’ve been tracking all coalesce simultaneously, and your existing personnel are not able to effectively run capture on these prospects?

What options do you have to continue with this forward momentum if you're strapped for resources?

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Topics: capture management, capture management consultant

Government Contracting Predictions for Fiscal Year 2017 (and Beyond)

Posted by Skip Blackburn on Feb 28, 2017 8:00:00 AM

Political change leads to economic change. Every election cycle sees new initiatives move to the forefront of the budget, as well as process changes that can lead to big opportunities. By being proactive about your capture management process and creating a repeatable ISO-like sales process, you can get your team ready for the changing landscape.

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Topics: capture management, government contracts, government sales

The Fiscal Year 2017 Government Spending Picture

Posted by Skip Blackburn on Feb 21, 2017 8:00:00 AM

The government budget is limited to the amount of taxes collected, plus the amount of debt our country creates, which means there are only so many dollars to go around. With all of the rhetoric surrounding military build-up, it is likely the new budget will have significant changes to spending initiatives. To keep your business bringing in those important and lucrative government contracts, you need to look at likely areas for a budget boost.

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Topics: government contracts, government sales, consulting

Myth vs. Fact: Government Contracting in Fiscal Year 2017

Posted by Skip Blackburn on Feb 14, 2017 8:00:00 AM

A lot of information circulates about government contracting. The media talks about billion-dollar government contracts, particularly in the defense industry, but that does not always translate into direct dollars pouring into your company.

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Topics: capture management, government sales, consulting

5 Red Flags to Look for in a Capture Management Consultant

Posted by Skip Blackburn on Feb 7, 2017 9:00:00 AM

Hiring a consultant can save your company a lot of money on your capture management process, but only if you find the right one. When you hire employees, you have control over how they spend their working day. However, when you work with consultants, they often have more autonomy.

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Topics: capture management process, management, consulting

How to Know When to Fire Your Capture Management Consultant

Posted by Skip Blackburn on Jan 31, 2017 9:00:00 AM

Government contracts can bring your company a source of consistent income. However, to get the job, you often have to make large initial investments, such as hiring a capture management consultant.

If you want to manage your bottom line to be profitable, it’s important to understand that it doesn't make sense financially to employ a consultant over the long term. Here's how to know when it's time to stop paying for — or fire — your capture management consultant.

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Topics: management, consulting, capture management consultant

Why Win/Loss Analysis Is Worth the Effort

Posted by Skip Blackburn on Jan 24, 2017 9:00:00 AM

When you win the pot in a poker game or trounce a friend at a game of golf, your euphoria doesn't always lead you into deep analysis about what worked or what led to your win.

Professionals spend a lot more time analyzing every step they take along the sales cycle so they can find out where they went right. The same is true when they lose. Professional sports teams invest millions on post game analysis, practicing repetition of strategies that worked and finding ways to resolve weaknesses.

While it is fine to just enjoy the win or bemoan the loss during friendly competition, you need to pay more attention to your win/loss analysis for success, and to create a repeatable capture management sales process.

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Topics: capture management, capture management process, management, consulting

The 5 Essential Habits of Highly Effective Capture Executives

Posted by Skip Blackburn on Jan 17, 2017 9:00:00 AM

Take a look at the habits of successful leaders in your industry or your company's area of expertise. By cultivating these same habits or by looking for them in your employees and consultants, you can identify employees most likely to lead your business through a successful capture management strategy.

Everyday, regular tasks become habits because they are recognizably and predictably essential for success, and you should always stock up your company's cupboard with everything you need to improve your capture success rate.

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Topics: capture management

Top Capture Management Process Best Practices

Posted by Skip Blackburn on Jan 10, 2017 9:00:00 AM

Industry best practices become the SOP because they consistently yield the best results. Capture management best practices help create a repeatable, scalable process that generates the highest probability of a win for every prospect.

As you develop your internal processes to maximize your government contract opportunities, you need to keep these items in mind.

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Topics: proposal management, government sales, salesforce, consulting

Can a CRM Improve My Capture Management?

Posted by Skip Blackburn on Jan 3, 2017 9:00:00 AM

A government contract can be an incredible revenue stream; however, actually landing the deal can be a long and arduous process. That's where customer relationship management (CRM) software can help. CRM technology is useful in managing and analyzing customer interactions. In the era of "the customer experience", it's increasingly vital to solve your client's needs quickly and effectively. As a contractor, the government is your client.

If you are trying to improve your team's capture management, a CRM can certainly benefit your company. Here's how...

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Topics: process management, capture management, Software Solutions, consulting

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