Capture Management Life-Cycle: Winning More Business


Capture Management Life-Cycle: Winning More Business

By Gregory A. Garrett, Reginald J. Kipke
Publish Date
Product Line
Wolters Kluwer Legal & Regulatory U.S.
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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..

ISBN: 9780808009337
Pages: 330
SKU: 10028545-0001

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




  • Capture Management Organizational Assessment Tool - The CMOAT is designed to help sellers of products, services or solutions improve their current capture management rate. The process involves three basic steps: (1) Evaluation of capture capability, (2) Evaluation of capture performance and (3) Mapping capability and performance scores to the Capture Management model.
  • Forms, templates and checklists
  • Glossary of Key Terms


Gregory A. Garrett is a Managing Director with the Navigant Consulting, Inc. Government Contractor Services practice, and resides in the Vienna, Virginia office. He is an internationally recognized expert in government contracting, strategic planning, cost estimating, contract pricing, proposal/capture management, and project management. He is also a best-selling author of 14 books and 80+ published articles, highly acclaimed speaker, and during the past 25+ years, he has managed more than $30 Billion of large complex contracts and projects in both the U.S. government and industry. He has taught and consulted with more than 25,000 professionals in 40+ countries.

Mr. Garrett provides client support in strategic planning, assessing business risk, and providing recommendations for performance improvement of contractor purchasing systems, cost estimating systems, contract pricing systems, contract administration practices, earned value management systems, subcontract management processes, and program management methodologies. He also serves as an expert witness in support of client claims/litigation.

Prior to joining Navigant Consulting, he served as Chief Operating Officer for Acquisition Solutions, Inc. where he led strategic planning for all consulting engagements for over 30 U.S. Federal Government Agencies. He served 9 years with Lucent Technologies, Inc. as Chief Compliance Officer and Vice President of Program Management. Previously, he served as Partner and Executive Director Global Business at ESI International. Formerly, he served as a highly decorated military officer, for the United States Air Force, including assignments as: program manager Space Systems Division, warranted contracting officer Aeronautical Systems Division, professor of contracting management Air Force Institute of Technology, and acquisition action officer, HQ USAF the Pentagon.

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