The 7 Habits of Highly Effective Capture Managers and The 10 P’s to Get There Presentation to The National Capital Area Chapter Of the Association of Proposal Management Professionals May 17, 2006 Business Development Associates, LLC Dr. John G. Picarelli, President 202-413-8990 jpicarelli@bww.com Copyright 2006 - John G. Picarelli

Copyright 2006 - John G. Picarelli Presentation Outline Answering 3 Important Questions: What are the Basics of Capture Management ? What are the Focused and Disciplined Habits Needed to be an Effective Capture Manager, and How Can One Get There? Effective Habits The 7 Habits The 10 P’s 3. How Does a Company Overcome Bad Habits to Achieve Better Results in Capture Management ? Gap-Filling Overcoming Bad Habits Copyright 2006 - John G. Picarelli

Copyright 2006 - John G. Picarelli Question 1 What are the Basics of Capture Management ? Understanding the Requirements Developing the “Solution” Positioning with the Customer Submitting the Best Proposal Copyright 2006 - John G. Picarelli

Copyright 2006 - John G. Picarelli Question 2 What are the Focused and Disciplined Habits Needed to be an Effective Capture Manager, and How Can One Get There? Copyright 2006 - John G. Picarelli

The 7 Habits of Highly Effective People, Effective Habits Taken from: The 7 Habits of Highly Effective People, by Stephen Covey, 1989 Copyright 2006 - John G. Picarelli

The 7 Habits of Highly Effective Capture Managers Habit # 1 - Be Proactive in Taking Responsibility for the Capture Habit # 2 - Begin with Multiple Ends in Mind Habit # 3 - Identify the Important Things and Do Them While Handling Urgent Matters Habit # 4 - Think About How All Parties Can Win Habit # 5 - Listen to Understand, Then Seek to be Heard and Understood Habit # 6 - Seek and Nurture Creative Cooperation Habit # 7 - Seek Renewal, Growth, and Continuous Improvement Copyright 2006 - John G. Picarelli

Copyright 2006 - John G. Picarelli Habit #1 (Be Proactive)  “If the problem is perceived as out there, then that thought is the problem.” - Stephen Covey (quoted from previous reference) Be Proactive in Taking Responsibility for the Capture   Initiate Actions to Mobilize Resources in Response to Perceived Needs for the Capture Develop Ideas and Plans and Implement Them Seek Creative Solutions Be a Problem-Solver and Problem Mitigator Maintain a Positive, Can-Do Attitude Exercise the Power of Personal Choice to Respond to Events and Circumstances Be “Response-Able” Copyright 2006 - John G. Picarelli

Copyright 2006 - John G. Picarelli Habit #2 (Begin with the End in Mind)  “Effectiveness is doing the right thing. Efficiency is doing the thing right.” - Stephen Covey (quoted from previous reference) Begin with Multiple Ends in Mind Think from Multiple Perspectives on the Ends The Company / Division/ Group/ Business Unit The Team The Customer’s Department/ Division/… The User “What is Each Stakeholder Trying to Accomplish ?” Think about Making a Personal Difference, not Doing a Job As a Leader -Think about Strategic Alignment – “What are the Right Things to Do ?” Create a Vision of What Could Be or Should Be As a Manager -Think About “How” to Accomplish the Right Things Copyright 2006 - John G. Picarelli

Copyright 2006 - John G. Picarelli Habit #3 (Put First Things First)  “At the heart of personal management is the ability to deal with things that are not urgent, but are important.” - Stephen Covey (quoted from previous reference) Identify the Important Things and Do Them While Handling Urgent Matters Learn to Identify the Important from the Urgent Begin Important Things Early so They don’t Become Impossible to Finish Later Invest Time in Developing Important Relationships Balance Production with Development of “Production Capability” Invest Time in Planning and Prevention Maintain Focus and Discipline for more Control Copyright 2006 - John G. Picarelli

Copyright 2006 - John G. Picarelli Habit #4 (Think Win/ Win) “Win / Win is not a technique; it’s a total philosophy of human interaction.” - Stephen Covey (quoted from previous reference) Think About How All Parties Can Win Think about and Develop Agreements and Solutions that are Mutually Beneficial Apply This to All Stakeholders The Company / Division/ Group/ Business Unit The Team The Customer’s Department/ Division/… The User Build on the Foundation of Character, Integrity, and Mutual Trust Change Lose/ Win and Win/ Lose Thinking by Identifying Ways Each Party Can Benefit Copyright 2006 - John G. Picarelli

Copyright 2006 - John G. Picarelli Habit #5 (Seek First to Understand, Then to be Understood) “This involves a very deep paradigm shift…Most people do not listen with the intent to understand; they listen with the intent to reply.” - Stephen Covey (quoted from previous reference) Listen to Understand, Then Seek to be Heard and Understood Seek to Understand the Needs, Requirements, Concerns, Problems, and Situations of the Customer and Other Stakeholders Invest Time Getting to Know the Customer so that the Customer Understands that the Company Cares and Understands Slow Down to Build Customer Relationships Develop Creative Ways to Get the Company’s Message, Capabilities, and Solution Heard Copyright 2006 - John G. Picarelli

Copyright 2006 - John G. Picarelli Habit #6 (Synergize)  “Synergy catalyzes, unifies, and unleashes the greatest powers within people. It means the whole is greater than the sum of the parts.” - Stephen Covey (quoted from previous reference) Seek and Nurture Creative Cooperation Seek High Levels of Trust and Cooperation    Analyze How the Team Adds Value to the Customer Organization and Mission Identify how 1 + 1 is more than 2 for All Parties Involved Copyright 2006 - John G. Picarelli

Copyright 2006 - John G. Picarelli Habit #7 (Sharpen the Saw)  “Renewal is the principle and the process that empowers us to move on an upward spiral of growth and change, of continuous improvement.” - Stephen Covey (quoted from previous reference) Seek Renewal, Growth, and Continuous Improvement Identify Standards of Excellence, Ideals, and Benchmarks of Industry Leaders Take Measures to Understand the Current Level of Accomplishment and Performance on a Personal, Team, and Organizational Level Seek Insights and Inputs from Knowledgeable, Independent Sources Set Goals for Continuous Improvement Have a Passion for Growth and Excellence that’s Contagious Empower and Inspire Others to Improve Identify and Apply Lessons Learned Copyright 2006 - John G. Picarelli

The 10 P’s for Capture Managers to Get There These are the 10 Key Activities to Developing and Strengthening the Habits of Effective Capture Managers – Learning Goal – “Level 4 – Unconscious Competence”, also known as Habit PROCESS PLANNING PEOPLE / PROPER RESOURCES PREPARATION POSITIONING PERFORMING ANALYSES PROPOSAL DESIGN & DEVEL’PT PREVENTION POSITIVE EXPECTANCY PERSERVERANCE “We are what we repeated do. Excellence, then, is not an act, but a habit.” - Aristotle Copyright 2006 - John G. Picarelli

Copyright 2006 - John G. Picarelli Question 3 How Does a Company Overcome Bad Habits to Achieve Better Results in Capture Management ? Copyright 2006 - John G. Picarelli

Gap-Filling for Capture Managers Copyright 2006 - John G. Picarelli

Gap-Filling for Capture Managers, cont. Key Points to Remember: The responsible Corporate Executive needs to make sure that any “skill / experience gaps” the Capture Manager may have are filled across the Capture Team, including the strengths of the Proposal Manager, Technical Lead, key Blue and Red Team Members, and others, including him/herself. The responsible Corporate Executive and the Senior BD Executive need to monitor progress throughout the capture process to make sure everything is being done as well as possible, and as timely as possible. This includes the entire proposal development process from kickoff to proposal delivery to closure. Copyright 2006 - John G. Picarelli

Good Capture Habits to Learn Overcoming Bad Habits Bad Habits of Performance and Execution Lead to a Predictable Pattern of Competitive Losses Bad Habits to Overcome Good Capture Habits to Learn Lack of Accountability/ The Blame Game Habit # 1 Lack of Leadership and Commitments Making Excuses versus Developing Soln’s Starting Late/ Poor Targeting/ Lack of Time Habit # 2 Assigning Wrong People/ Needed vs. Avail’bl Habit # 3 Inadequate or Untimely Resources Undisciplined Capture & Proposal Process Lack of Competitor Knowledge/ No Strategy Lack of Customer Knowledge/ Relationships Habits # 4 and # 5 No Win Themes/ Why Us?/ No Value-Added Habits # 4 and # 6 Untrained Resources/ No Lessons Learned Habit # 7 Copyright 2006 - John G. Picarelli

Copyright 2006 - John G. Picarelli Closing Thoughts Cling to Goals “Before you begin a thing, remind yourself that difficulties and delays quite impossible to foresee are ahead . . . You can only see one thing clearly and that is your goal. Form a mental vision of that and cling to it through thick and thin.” –Kathleen Norris “Nothing splendid has ever been achieved except by those who dared believe that something inside them was superior to circumstances. “ – Bruce Barton “The moment you stop learning, you stop leading.” – Rick Warren “Don’t be afraid of going slowly; be afraid of standing still.” - Chinese Proverb “Change is inevitable. Growth is optional.” - John Maxwell Copyright 2006 - John G. Picarelli