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Regular Article

CaptureTube

This is the second installment of a two-part article about the uses and benefits of video white papers.  Part 1 appeared as the featured article of the fall issue, published in August of 2018. “We aggressively chase RFPs… We’ve gotta get better at early engagement,” according to a president of […]

Regular Article

7 Steps for Successful Capture

The Capture process is more than identifying a customer’s requirements and objectives in a Request for Proposal (RFP).  Here are seven steps to help you develop your capture process. 1. Know the Customer Ideally, your capture process starts prior to the release of the RFP. It should begin with understanding the […]

Featured Article

CAPTURE – The Art of Winning Business!

Capture is the art of winning business.  It is the synthesis of strategy, tactics, and leadership.  It is hard to do. To do it well is really hard.  No short-cuts exist to achieve a winning outcome.  It is hard pick and shovel work that requires incredible attention to detail.  Being […]

From the Desk of the Vice President

tl;dr

tl:dr. Do you know what that means? If you’re tech-savvy, or have a teenager in your life, you know that it’s Internet slang for “too long; didn’t read.” If you’ve ever been on the receiving end of that message, it is infuriating but direct. In five characters, your audience has […]

President's Corner

President’s Corner: A Look Ahead

What a busy year it has been for our chapter! I wanted to take this opportunity to review all the wonderful things that have taken place and that are still to come. This quarters’ issue is all about Capture. The need to gather information and build a solution or theme […]

Regular Article

10 Steps to Creating High-scoring Proposals: A modern perspective on proposal development and what really matters

I recently had the privilege of sitting down with Stacey Coolican, CEO of Coolican Consulting, to talk about the topics Bob Lohfeld and I wrote about in our book, 10 steps to creating high-scoring proposals. As a former Senior Contracting Officer with an unlimited warrant and over 20 years’ DoD experience including supporting Acquisition Category I (ACAT I) major weapons system programs, Stacey offers tremendous practical experience with accompanying insights that add another perspective to the suggestions Bob and I share in the book (excerpts below).