Ashburn, VA karla@iamkarlawilliams.com

Capture  is based on research and analysis. Capture provides the information you need to either write a proposal based on specific needs of the target agency or to walk away and find another opportunity with a higher win probability. Capture answers these questions.

  • Is this an existing contract – and if so how will the new contract differ from the current contract?
  • What has the customer tried before?
  • What does the customer like about the incumbent — if there is one?
  • What problem is the customer solving with this contract?
  • Do you have a solution that solves this problem?
  • How does your solution eliminate problems and concerns for the customer?
  • Who are your chief competitors and what solutions do they offer?
  • How can you differentiate your company?
  • Can you back up what you say with success stories or past performance comments?
  • How can you demonstrate that you offer no or very little risk to the government?
  • Who is likely to be on the government’s evaluation team?
  • Do you need any teaming partners to augment your capabilities, or to satisfy small business goals and requirements – and if so can you put together a team that adds value to your solution?
  • Can you price your solution to win?

Is capture Right for Me?

Not Sure How To Get Started Selling To The Government?
Want to talk about whether capture can help you improve your win rate?