Nov 2023 - Capture Tools
Capture tools play a critical role in fully developing solutions. Typically, capture tools come in the form of graphs, charts, and tables and are used to organize information, conduct analysis, and serve as visual aids for simplifying complex concepts.
Capture tools serve as instruments to communicate vital information to leadership and stakeholders.
Often, they are integrated into gate, step, or milestone briefings, to supplement textual data with visual aids, making the information more comprehensible for bid/no-bid decision-making.
Additionally, they generate artifacts that can be used for in-depth analysis of the opportunity after-the-fact and provide the decision-making process and history necessary to facilitate an effective transition when contracts change hands.
However, despite their importance, there are several systemic challenges in the effective use of capture tools. Two very common challenges include:
Policy and Standardization. These tools are not always addressed in organizational policies, leading to multiple variations and a lack of standardization.
The most obvious example is the use of pWIN calculators. It’s not uncommon for several Capture Managers in the same organization to use different calculators. The problem is that each rely on different data inputs and use different methodologies for calculating probability.
Time. Time constraints and conflicting requirements often result in static and late-stage tool implementation, making them less effective.
Again, using pWIN calculators as an example, when pressed for time it’s common for Capture Managers to only calculate pWIN as often as their gate, step or milestone requires it for briefing.
The pWIN calculation should be updated often, as the competitive environment changes. To maximize the benefits of capture tools, there are a number of best practices organizations should implement. This includes standardizing their use, incorporating them into business development policies, providing training to employees, establishing document control methods for archiving, and enforcing their full usage through quality control measures.
