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10 reasons why you need capture management [Washington Technology]

Posted By from Washington Technology, Saturday, May 01, 2010
by Bob Lohfeld, chief executive officer at Lohfeld Consulting Group.

A successful strategy requires buy-in from corporate leaders and a documented process

When we examine why companies win or lose new business in the government market, the reasons are amazingly similar. Companies win more often when they focus on understanding customer requirements and objectives. They predictably lose more often when they don’t. Similarly, qualifying new business opportunities early in the business development life cycle results in better win rates, while late qualification results in fewer wins and cost increases in business development.

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