Capture Management

[brettstep]

"They don't need that."
"We're not offering that."

Once I've heard those four words from the capture team in a proposal, I've witnessed a variety of responses from the proposal team and usually just one from the customer.

The proposal team approaches it with the full range of emotions, from complacent indifference, to animated, adamant disagreement, to anger. I've seen consultants walked. I've seen leads voted off the island. I've seen work horses simply quit.

Based on your individual role in an effort where the four words came up, how have you approached this impasse? The question is rhetorical, but perhaps worthy of response; I've never really heard a good or bad approach to handling the situation. But I do know from experience that the customer's response is usually, "Non-compliant." The dreaded long-form no-bid. Unfortunately, it does happen.

[Eric Anderson]

I do agree with you.