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..
|Product Line||Wolters Kluwer Legal & Regulatory U.S.|
Chapter 1: The New Supply Environment - "What it Takes to Win"
Chapter 2: The Capture Management Life Cycle
Chapter 3: Capture Management - "Teamwork, Communications & Tools"
Chapter 4: Pre-Bid Phase
Chapter 5: Bid Phase
Chapter 6: Post-Bid Phase
Chapter 7: Contract Negotiations - "The Art & Science of the Deal"
Chapter 8: Writing a Win/Win Contract
Chapter 9: Contract Administration & Changes Management
Chapter 10: Follow-on Opportunities
Glossary of Key Terms