7 steps to better capture management

1. Deeply understand customer requirements and objectives.

2. Develop a solution the company can offer.

3. Understand the competition.

4. Develop win and teaming strategies.

5. Set the price to win.

6. Assess risk from the government’s point of view and your company’s point of view.

7. Conduct reviews to ensure the team is moving toward victory.

Source: Interview with Robert Lohfeld, Lohfeld Consulting Group

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