Capture Management – What to Ask? Part – 2

During every capture, the Capture Manager must find out specific information from the same sources. Over the two-year capture process, you will generally ask the same 100 questions for every potential contract.

This blog post, the second in a series of three, breaks down the next two questions you want to ask the government agency responsible for the contract; they are:

3. WHAT TYPE OF SOLUTION ARE YOU LOOKING FOR?

The type and scope of the required deliverables may impact your interest in a specific contract. Make certain the solution matches both your capabilities and your Past Performance. In addition, you want to fill any gaps with the companies that the customer likes best!

4. WHAT IS THE MOST IMPORTANT NEED YOU HAVE?

Identifying critical needs helps you shape the deal to play up your strengths.

Check back here next month for Part 3 of this series, where we’ll take a look at the last two questions you should be focusing on.

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