- Strategic Thinking: This skill is absolutely essential at excelling as a Capture Manager. Strong communication skills along with meticulous planning also are pivotal aspects of the role.
- Active Listening: Truly listen to the customer's needs, pain points, and desired outcomes. Don't just hear; understand.
- Deep Customer Understanding: This involves being an excellent active listener. Truly listen to the customer's needs, pain points, and desired outcomes. Don't just hear; understand.
- Relationship Building: Cultivate strong relationships across the board.
- Understanding the "Why"- Go beyond the stated requirements. Understand the underlying reasons for procurement.
- Early Engagement: Start the Capture Process early. Be Proactive not reactive.
- Capture Planning: Develop a comprehensive capture plan that outlines your strategy, key milestones, and action items.
- Win Strategy - Define a clear and compelling win strategy that differentiates your solution from your competition.
- Competitive Analysis- Thoroughly analyze your competitors strengths and weaknesses.
- Risk Management- Identify and mitigate potential risks throughout the capture process.
- Team Building- Assemble a high-performing capture team with the necessary expertise.
- Facilitation- Effectively facilitate team meetings and discussions.
- Motivation- Keep the team motivated and focused on the goal.
- Data Analysis- Develop strong analytical skills to access data and make informed decisions.
- Proposal Knowledge- Understand the proposal process and how your capture efforts directly influence the final proposal.
- Finally Continues Learning: I highly recommend anyone involved in Capture Management or Business Development to strongly consider taking a class
Shipley Associates: We Help Companies Win Business
. Don't take my word for it. Reach out to
Mark Wigginton, Certified Professional Coach
. Mark spent several years as a Shipley Associates and understands the art of Capture Management & Business Development.
Certified Capture Manager | Federal BD Strategist | Helping Small Businesses Win in GovCon
4 天前Richie Conner I really appreciate the content you post! It’s been incredibly helpful to me as a junior capture professional, and I’m especially grateful for the tip about taking a course with Shipley. In my experience, the most valuable skills for successfully pursuing a bid are strategic thinking, a deep understanding of the customer, early engagement, and a solid win strategy. While all skills are important, I consider these to be the most essential for success.