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Capture Management Life-Cycle: Winning More Business

By Gregory A. Garrett, Reginald J. Kipke


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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..

Pages 330
Publish Date 05/30/2002
Product Line Wolters Kluwer Legal & Regulatory U.S.
ISBN 9780808009337
SKU 10028545-0001
Table of Contents

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