How to Find the Right Government Contract Opportunities

Posted by Skip Blackburn on May 26, 2017 8:00:00 AM

In the coming years, there will be lots of opportunities for businesses that depend on government contracts. But how do you find the ones you can successfully capture?

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Topics: capture management, capture management process, government contracts, government sales

Greatest Hits: Top Government Sales Insights for Your Business

Posted by Skip Blackburn on May 19, 2017 4:22:56 PM

Capturing and winning government contracts is a way to ensure a stable source of income for years to come. During lean economic times, government contracts can help keep the doors open, and during boom times, these contracts can fund expansion.

But what do you need to know to make sure your government sales processes are top notch? What can you do to make sure you win your bids, and what should you do if you lose? Read on to learn more.

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Topics: capture management, capture management process, government sales

Capture Management: What You Need to Know About Public Sources for Business Development

Posted by Skip Blackburn on May 4, 2017 10:39:51 AM

As your company starts looking for new opportunities, you'll realize how much information you need to make smart business decisions about which opportunities to pursue. The federal government awards thousands of contracts worth billions of dollars each year.

Narrowing down the list to something manageable requires a lot of information. Thankfully, virtually every bit of information surrounding government contracts is publicly available.

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Topics: capture management process, proposal management, government contractors, black hat

Greatest Hits: Top 4 Capture Management Process Insights

Posted by Skip Blackburn on Apr 18, 2017 8:00:00 AM

If government contracts are an important source of income for your company, reviewing your capture management process is an important part of keeping it stable. Capture management is an ongoing process that starts years before you finally submit a proposal.

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Topics: capture management, capture management process

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

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

Capture Management: Managing Your Team the Whole Way Through

Posted by Skip Blackburn on Sep 23, 2016 12:00:31 PM

The capture process can be a long and arduous journey, sometimes taking years from initial lead to final sell. It is vital that you manage your team the whole way through. Because the process involves a myriad of details and shifting client needs, it is your responsibility to monitor your team’s capture process and ensure accounts are being moved through the system appropriately and efficiently.

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Topics: capture management, capture management process

Implementing a Repeatable Capture Management Strategy

Posted by Skip Blackburn on Aug 26, 2016 9:45:40 AM

The first step in creating any process is ensuring repeatability. Anyone can luck into success once, but being able to keep the momentum going depends on having a tested process in place that works. Your opportunities will change every year, but your analysis of those opportunities should remain the same. Because the same questions come up for every capture, you should store key information and analysis.

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Topics: capture management process

Is the Capture Management Process Worth the Effort?

Posted by Skip Blackburn on Aug 16, 2016 1:06:38 PM

Government contracts offer an important potential revenue stream, if you can land the deal. But capture management with government agencies can't be compared to run-of-the-mill B2B sales, wherein you locate the right person and make a great pitch. There is a long and winding road between identifying an opportunity and securing a government contract.

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Topics: capture management, capture management process

Why Black Hat Review Processes Work

Posted by Skip Blackburn on Jul 15, 2016 1:17:51 PM

Employed during the capture management phase, Black Hat review processes may vary in implementation between companies and people, but the overall goal remains the same: to find the top competition for a government contract and analyze the strengths and weaknesses of those businesses, so you better understand how they will bid against you.

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Topics: capture management, capture management process, consulting, black hat


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