Capture Management

Author: Gregory A. Garrett
Publisher: CCH Incorporated
ISBN: 0808009338
Format: PDF, Docs
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The Capture Management Life-Cycle provides a comprehensive step-by-step approach to help individuals and companies win more business. The philosophy behind the Capture Management Life-Cycle is that business is won with mutually beneficial offers that meet a customer's objectives as well as the seller's requirements for profitability. The three-phase Capture Management Life-Cycle model is presented with inputs, tools and techniques, outputs, case studies and forms/templates to assist business professionals in selling products, services or solutions. The Capture Management Life-Cycle consists of three phases, ten stages and more than 35 key actions for winning more business..

Shipley Business Development Lifecycle Guide

Author: Larry Newman
Publisher: BookBaby
ISBN: 1626759839
Format: PDF, Kindle
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Organizations with effective business development processes gain the following benefits: • Reduced costs and risks of capturing business • Increased productivity and staff morale • Improved sales forecasting • Increased management visibility and control • More competitive solutions and proposals The most successful organizations in any market or selling environment innovate and improve framework processes based upon fundamental principles. Less effective organizations follow tightly defined processes, but limited understanding of the fundamental principles reduces their flexibility to adapt to market and customer shifts. The least effective organizations lack consistent processes and fail to understand fundamental principles. Help senior managers design a single, flexible, and scalable business development process based on industry best practices. Organizations with a single business development process eliminate confusion about which process applies. If you have multiple processes, individuals will repeatedly rationalize why the more disciplined process does not apply to a given opportunity. Business development managers that permit ad hoc processes and rely on heroes for success are consistently less successful. A flexible process can be adapted to different types of selling environments, markets, opportunities, and customer requirements. A scalable process can be adapted to differing sizes of opportunities, schedules, resources, and budgets. As with our Proposal Guide and Capture Guide, these guidelines are based upon fundamental principles of our consulting practice: • Align your process to the customer’s process. • Use a disciplined business development process that emphasizes planning. • Schedule to the process and maintain schedule discipline. • Base your strategy and tactics on the customer’s perspective. • Maintain customer focus through every step. • Use Decision Gate reviews to prompt senior management to decide whether to advance the opportunity to the next phase or end the pursuit. • Use Color Team reviews to improve the quality of the business development work product, whether an account plan, pursuit plan, capture plan, strategy, solution, or proposal. Help individuals understand the business development process. Whether highly experienced or new to business development, individuals must use common vocabularies and definitions to work effectively and efficiently as a team. Likewise, winning complex, competitive opportunities requires a cohesive, coordinated business development team working with a common understanding of the work process, individual roles, and required tasks. This Business Development Lifecycle Guide is designed to help individuals on your marketing, capture, and proposal teams reach a common understanding of business development process best practices and terms. These fundamental best practices are readily applicable and adaptable when selling to governments and businesses in domestic, international, and export markets; when selling services and products; and in situations requiring security clearances. Individuals often use common terms with different implicit meanings. Common terms are defined to support cohesive, effective business development teams. Record best practices in a clear, linear order. At Shipley Associates, we have observed, studied, and recommended business development best practices since 1972. We endeavor to follow these principles in our consulting practice, teach them in our training practice, apply them in our business development process re-engineering practice, and share them in our series of Guides. This Business Development Lifecycle Guide describes a business development process comprising 96 steps divided into seven phases. We urge business development professionals to adapt, scale, and tailor this 96-step process to the types and sizes of business opportunities encountered by their organizations.

U S Military Program Management

Author: Gregory A. Garrett
Publisher: Berrett-Koehler Publishers
ISBN: 1523097337
Format: PDF, Kindle
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An indispensable resource for all defense industry professionals—governmental and commercial! Introducing the only book on the market offering valuable best practices and lessons learned for U.S. military program management The U.S. Department of Defense and the related defense industry together form the largest and most powerful government and business entity in the world, developing some of the most expensive and complex major systems ever created. U. S. Military Program Management presents a detailed discussion, from a multi-functional view, of the ins and outs of U.S. military program management and offers recommendations for improving practices in the future. More than 15 leading experts present case studies, best practices, and lessons learned from the Army, Navy, and Air Force, from both the government and industry/contractor perspectives. This book addresses the key competencies of effective U.S. military program management in six comprehensive sections: • Requirements management • Program leadership and teamwork • Risk and financial management • Supply chain management and logistics • Contract management and procurement • Special topics

Solicitations Bids Proposals and Source Selection

Author: CCH Incorporated
Publisher: CCH Incorporated
ISBN: 0808016121
Format: PDF, ePub, Docs
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This fast-paced book walks you through the entire buying and selling life-cycle in just the first chapter. Chapters 2-7 then provide the detailed process inputs, proven tools and techniques, and desired outputs for all three phases and each of the seven key steps which both buyers and sellers must accomplish to achieve business success. Chapters 8, 9, and 10 each provide a thought-provoking discussion of proven effective best practices to improve buying and selling. Each chapter provides best practices in solicitations, bids/proposals, and contracts in a different marketplace. Chapter 8 addresses best practices in the U.S. Federal Government Marketplace. Chapter 9 provides best practices in the U.S. Commercial Marketplace. Finally, Chapter 10 discusses buying and selling best practices in the Multi-National/Global Marketplace. This one-of-a-kind book provides both breadth and depth of practical guidance, which few books have ever delivered. Plus, the authors have included numerous excellent interviews of buying and selling business professionals, from both the U.S. Government and industry. The interviews alone are worth the price of this book. If you are a business professional involved in any aspect of buying or selling products, services, and/or solutions, then this book is a must buy, read, and do!

Contract Negotiations

Author: Gregory A. Garrett
Publisher: CCH Incorporated
ISBN: 0808012460
Format: PDF, Mobi
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Contract Negotiations: Skills, Tools and Best Practices discusses today's dynamic performance-based business environment in both the public and private business sectors. Contract Negotiations covers the important aspects of contract negotiation planning, conducting contract negotiations, documenting contract negotiations and contract formation. You'll find an engaging discussion of the competencies and skills that must be mastered to become a world-class contract negotiator. The book features a proven effective contract negotiation process, supplemented with numerous tools, forms, templates, case studies and best practices.

Getting Results

Author: Ann Costello
Publisher: CCH Incorporated
ISBN: 0808018183
Format: PDF, Mobi
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This book focuses on what it takes to achieve great business results in the complex world of U.S. Federal Government contracts and projects. Specifically, the book addresses: the nature of the blended (multisector) workforce challenges and opportunities, the need for knowledge management throughout the acquisition life cycle, and the mandate to provide effective program/project management in an environment of performance-based acquisition. The book provides a comprehensive discussion of the six integrated disciplines of Performance-Based Project Management (PBPM), including: Cultural Transformation Strategic Linkage Governance Communications Risk Management Performance Management. Key topics include effective management of a multisector workforce; how to create and sustain a knowledge management culture; success with complex FAR programs and contracts. The book provides 100+ proven best practices, tools, techniques, and more than 12 case studies from both U.S. government agencies and industry. The book concludes with a brief discussion of the Future Acquisition Workforce and what it will take to get great results with on time delivery of quality products, services and integrated solutions at competitive pricing.

Shipley Capture Guide

Author: Larry Newman
Publisher: BookBaby
ISBN: 1626756597
Format: PDF, Kindle
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The most effective organizations are 10 times more effective in winning competitive new business than industry averages, based on several industry benchmarking studies dating back to the late 1980s. Researchers have concluded that the most effective organizations follow defined framework processes based upon fundamental principles. Less effective organizations follow defined processes but lose sight of principles that help them adapt to individual opportunities. The least effective organizations lack consistent processes, or defined principles, and rely instead on valiant efforts of heroes following ad hoc processes. Help individuals position their organizations to capture competitive business opportunities Guidelines are based on fundamental principles revealed by business development research: • Align capture activities with the customer’s analysis and selection process. • Influence the customer to prefer your organization and solution early, and maintain that preference through selection, award, and delivery. • Base your strategy on the customer’s perspective of reality. • Align your actions and messages throughout the business development cycle. • Use decision gate reviews of potential business opportunities for determining the best manner in which to proceed and color team reviews to improve quality of the product and outcome. Follow these principles to win more business, more effectively, economically, and consistently. Guide individuals in capture planning roles The structure for the Shipley Capture Guide originated with the Shipley Proposal Guide. While many capture planning principles were included in the Proposal Guide, clients repeatedly requested more specific advice. As organizations placed more individuals into capture planning roles, these individuals needed to understand how to adapt best practices and tools to their individual markets and opportunities. This Capture Guide is designed to be a quick reference for individuals assigned to be capture managers or to contribute to capture teams. Record capture management and planning best-practice guidelines At Shipley Associates, we have observed and recommended industry best practices in business development consulting, training, and process re-engineering since 1972. We endeavor to follow these guidelines in our consulting practice, teach them in our professional development practice, tailor them in our process practice, and share them in our series of Guides. This Capture Guide, like the companion Proposal Guide and Business Development Lifecycle Guide, offers guidelines, not rules. Reality encompasses more variations than can be covered in a guide intended to be concise. When in doubt, consider the underlying principles.

Understanding Government Contract Source Selection

Author: Margaret G. Rumbaugh
Publisher: Berrett-Koehler Publishers
ISBN: 1523097183
Format: PDF, ePub, Docs
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Your Go-to Resource for Government Contract Source Selection! From planning to protest and all the steps in between, Understanding Government Contract Source Selection is the one reference all government acquisition professionals and contractors should keep close at hand. This valuable resource provides straightforward guidance to ensure you develop a firm foundation in government contract source selection. Government acquisition professionals can reference this book for guidance on: • Preparing the acquisition and source selection plans • Drafting evaluation criteria and proposal preparation instructions • Creating a scoring plan and rating method • Drafting the RFP and SOW • Conducting a pre-proposal conference • Preparing to receive proposals and training evaluators • Evaluating technical, management, and cost proposals • Avoiding protest Contractors can reference this book for guidance on: • Selling to the federal government • Reviewing a draft RFP and providing comments • Participating in a pre-proposal conference • Preparing a proposal that complies with RFP requirements • Developing a strategy for teaming agreements, subcontracts, and key personnel • Negotiating a contract • Getting the most out of post-award debriefings • Filing a protest PLUS! Understanding Government Contract Source Selection provides a source selection glossary, an extensive case study, and sample proposal preparation instructions in the appendices to help you navigate the federal competitive source selection process. This complete guide is an indispensable resource for anyone striving to build their knowledge of government contract source selection!

Project Manager s Handbook

Author: David L. Cleland
Publisher: McGraw Hill Professional
ISBN: 007154271X
Format: PDF, ePub, Docs
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Market: project managers, construction managers, business managers, special projects managers, and strategic planner Thirty percent of the book is drawn from international projects Covers non-traditional industries such as health care, educational systems, media and entertainment, and computers and communications