Like any topic, people talk a lot about what is “right” and what is “wrong when it comes to capture management. They talk about best practices. For instance,
-Person a: Capture management is just like any type of other project management, just follow the capture process and write a capture plan.
-Person b: A good capture manager typically has 30-years of experience running large programs and large captures.
-Person a: The role of capture manager and business development (BD) manager are separate and distinct.
-Person b: Capture managers should also do BD.
-Person a: Capture managers hand off the opportunity to the proposal manager when the RFP drops.
-Person b: Capture managers stay on til the end of the proposal all the way through post-submission discussions with the Government.
-Person c: Program managers should capture their own opportunities, then run it after award.
-Person a: A centralized capture organization that supports all the bids is the best way.
-Person b: Capture managers should not be in a centralized organization. They should be part of the line organization.
The truth is – these are all beliefs (meaning they are not absolutely right, or absolutely wrong). They’re sometimes right, and sometimes wrong. Every situation is different and individualized. There is no right or wrong. But you would serve yourself well as a leader, deciding which one is right for you so that your people are clear on expectations.
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