June 2023 -Competitive Intelligence

Collecting competitor data is vital for the Capture Management process. This data becomes competitive intelligence, informing Black Hat reviews, Price-to-Win (PTW) models, bid scenarios, and refining win strategies. However, busy schedules and other conflicts during the Capture Management process can hamper quality intelligence collection, often leading to reused data and guesswork. This compromises Black Hat reviews and diminishes bid scenario accuracy.

To mitigate these challenges, companies should prioritize effective data management. Setting up a well-organized repository on a shared drive to store and catalog all capture work is crucial.

This repository should include:

• Profiles from Government sites (e.g., SAM, SDBS).

• Comprehensive company data from open sources and subscriptions.

• Visual data from capture briefings to include competitive intelligence slides, charts, and graphs

• Black Hat and PTW analyses.

While setting up the repository requires effort, it ensures Capture Managers aren't starting from scratch for each new opportunity and can optimize previously invested resources.