Written by Frank Cappuccio, former EVP & GM of Advanced Development Programs and Strategic Planning at Lockheed Martin Aeronautics, this book describes the management tasks, activities, concepts, requirements, and other critical aspects of pursuing new business. Some elements happen in a structured sequence; many happen concurrently; all must be managed.
1. Introduction • Profitable growth relies on the judicious selection of the opportunities a company wishes to pursue, assignment of the appropriate capture manager, creating a vision, and provision of resources to capture the business.
2. Pre-Proposal Planning • In today’s competitive business environment, it takes years to develop a market. During this period, the customer’s requirements can be continually influenced. This phase typically results in a customer Request for Information (RFI) as a prelude to a formal proposal planning activity and Request for Proposal (RFP).
3. The Proposal • Regardless of type, the development of a winning proposal is dependent on a clear definition of roles and responsibilities across all participating company functions, an established, tailorable process, and both internal and external reviews.
4. Post-Proposal and Pre-BAFO Planning • The activities between proposal submittal and contract award are as important to winning the contract as the proposal itself. The interactions with the customer during this phase typically consist of answers to questions, orals, briefings, best and final offer (BAFO) planning, and BAFO development and delivery. Information from continuing intelligence gathering activities and an internal critique of the proposal form the basis for your BAFO planning process.
5. Appendices
Afterword
Acronyms & Abbreviations
Acknowledgements
Glossary
Index
Foreword
