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At Accentuate, our Proposal & Business Development Capture Services are meticulously crafted to guide your business through the complex process of securing high-value contracts at Federal, State, and Local levels. Rooted in the proven methodologies of the Shipley Capture Guide, our services ensure a thorough, strategic, and winning approach to every capture opportunity.
We evaluate the alignment of opportunities with your business goals, scrutinizing market trends, customer needs, and competitor positioning. This helps us to prioritize and pursue opportunities with the highest win probability.
We map out key stakeholders, decision-makers, and influencers within the target agency or organization. Our approach includes analysing their motivations, needs, and pain points.
We assess competitors past performance, strengths, weaknesses, and strategies. Using this information, we develop a plan to differentiate your offering, ensuring that your strengths are highlighted.
We develop a comprehensive capture strategy that includes setting capture objectives, defining the win themes, establishing pricing strategies, and identifying potential risks and mitigations.
Our approach involves early and continuous engagement with the customer, ensuring that your solutions are positioned as the best fit. We facilitate meetings, presentations, and demonstrations that align with the customer’s buying schedule and decision milestones.
We identify and engage with potential partners, subcontractors, and consultants who can strengthen your proposal. Our approach includes negotiating terms and forming agreements that add value to your overall solution.
We work closely with your technical teams to develop and validate the solution, ensuring that it is feasible, cost-effective, and aligned with the customer’s expectations.
We conduct a Price-to-Win (PTW) analysis that considers competitive pricing data, customer budget constraints, and perceived value. This ensures that your pricing is both competitive and profitable.
We ensure that the proposal content reflects the capture strategy, win themes, and customer priorities. This includes developing compliance matrices, detailed outlines, and writing plans that align with the overall strategy.
We conduct a thorough risk analysis, identifying potential obstacles and challenges. Our mitigation strategies are designed to minimize risks and increase the likelihood of a successful capture.
Throughout the capture process, we maintain continuous communication with all stakeholders. This includes regular reporting, progress updates, and strategy sessions to ensure that everyone is aligned and informed.
Once the capture effort is completed, whether successful or not, we conduct a comprehensive post-capture review. This analysis includes identifying what worked, what didn’t, and how the process can be improved for future opportunities.
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