July 2023- Opportunity Updates

Every organization uses some form of opportunity progression slide deck to reflect research, strategy, and/or planning. Updates to the deck are usually driven by acquisition process triggers like a draft Request-for-Proposal (RFP) release or solicitation amendment, hence these updates are titled internally as “steps”, “gates”, “milestones” or something similar.

The purpose of the slide deck is to brief leaders so they can make informed pursuit or bid decisions. The deck is arrayed in a specific format and tied to specific acquisition triggers, so leaders receive information that is current, logical, complete, and consistent. 

Preparation of the briefing can be time-consuming and stressful for Capture Managers; the process commonly takes several hours. Here are some helpful tips in preparing and presenting the brief:

·        All information in the slide deck should mirror the data in your capture artifacts (e.g., competitor dossiers, Price-to-Win analysis and so forth) and reconcile with the company Customer Relationship Management (CRM) tool.

·        Capture Managers should avoid the temptation to change slides, add slides or “stuff” information into them. When additional information may be necessary, create the slides and put them in the deck as back-up slides. Allude to the data in the briefing and have them ready to present if requested by leadership.

·        Rehearse the briefing. Capture Managers should rehearse the briefing with their capture colleagues at least once before briefing. Additional rehearsals are helpful and when able, including your supervisor and representatives from other departments. Staff the deck electronically for recommended edits or corrections if time and budget prevent a formal rehearsal.