Governese Webcast:
Capture Management Process and Flowchart for Government Contractors
YouTube Channel link:
https://www.youtube.com/channel/UCQCzmKWQcq5PSPXzWcoBULA
Governese webcast-Where you learn how to speak governese or the language of winning government contracts.
Co-Hosted by: Abraham Xiong and Crystal Spellman
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What’s in this episode:
YouTube Channel link
https://www.youtube.com/channel/UCQCzmKWQcq5PSPXzWcoBULA
Many businesses enter the Business to Government or B2G marketplace without fully understanding what is capture management and what a capture manager is supposed to do.
In this episode of the Governese Show, your hosts take a deep dive into the topic of capture management:
- What is capture management
- The role of the Capture Manager
- How is capture management different from proposal management
- How many government sales professionals use the title of Capture Manager
- What’s the average salary of a Capture Manager
- How many companies are hiring Capture Managers
- What is the capture management process
- How does a Capture Manger work with the proposal team and the fulfillment team
- What’s the difference between the Blue Team, Red Team, and Green Team
- How to get yourself, your sales team or the BD person certified as a capture manager
- What are the benefits of being a Certified Capture Manager
- How to automate your capture management process
- What software can I use to simplify my government pipeline
- Plus, so much more success tips
What is a Capture Manager:
The role of the Capture Manager is to close deals for the company, capture new clients and new business in the government sector. The capture manager acts as the conductor for the company's sales and business development teams.
A capture manager in the government market is responsible for directing a company's pursuit of contracting opportunities. Similar to the commercial market, they act as the business development and relationship manager. The key difference is that government contracting usually has a longer buying cycle and requires a capture plan, thus the title: Capture Manager.
The capture manager manages a team made of multiple disciplines, called the capture team. This includes the marketing team, sales team, pricing/cost estimation team, proposal team, fulfillment team, compliance team, legal team and other such groups.
A capture manager must ensure that things move smoothly from prospecting to proposal to closing the deal. The capture manager plans the pursuit, sources out the opportunities, evaluates the likelihood of success, develops a win strategy, supports the marketing team, engages key teaming partners, fosters winning relationships, facilitates the proposal strategy, guides the development of the pricing strategy, closes the deal and turns the win to the fulfillment team to perform on the contract.
Thanks to our sponsors:
Government Contractors Association: Enroll in the next Capture Management Course
https://www.capturemanagemet.org
GovGenie: Government contracting is complex, the software you use shouldn't have to be.
https://www.govgenie.com
The Boon Group: Fringe benefits solutions for government contractors
https://www.boongroup.com
