Capture Management for Small Businesses in the Government Marketplace


Course Number: Gov 109
Duration: Approx. 90 minutes
Presenter: Carroll Bernard
NCMA Certifications: 1.5 CPEs
APTAC CPP Certification: 0.75 ATC
APTAC CPP BOK: C.21 Marketing to Government Agencies; C.9 Bids and Solicitations (Core)

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Many industry veterans estimate that between 40 – 80 percent of a prospect’s buying decision is decided before any proposals are submitted. Do you want to put that percentage in your favor?

Capture planning is the process of identifying opportunities, assessing the environment, and implementing winning strategies to capture a specific business opportunity. There has been much written on the subject of capture planning, but most of the information available is more applicable for large organizations with a wealth of human resources.

In this e-course, we discuss how small businesses with limited resources can develop and execute their own capture plan to help them increase their win rate on government contracts in advance of the solicitation phase.

We also provide a simple capture plan template and additional resources to help you manage this essential business task.


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