The Capture Management Life-Cycle. “Winning More Business”. Presented By: Gregory A. Garrett, CPCM, PMP Steven Shipley, & Chanan Greenberg December 2003. 1. The Capture Management Life-Cycle. Key Topics of Discussion:. The World WE Live In! Creating Value for Customers
“Winning More Business”
Presented By: Gregory A. Garrett, CPCM, PMP Steven Shipley, & Chanan GreenbergDecember 2003
Key Topics of Discussion:
Pros+ Wider range of products and services
+ More modular products and services
+ Improved price/ performance
+ Accelerated pace of change
- More complexity- Higher cost of integration- Less reliability- Accelerated pace of change- Rapid Obsolescence
Dramatic Increase in Products and Services Choices for Customers
The World WE Live In
Quality of Service
Best in Class Service
Best in Class Products
Availability of Resources
Type of Contract
Best Value Deal
From: The Capture Management Life-Cycle, by Gregory A. Garrett and Reginald J. Kipke, CCH 2003, pg. 4
Reference Text, pg. 15
Reference Text, pg. 27
Applying the BD-CMM® -- Business Development Capability Maturity Model® in Real Time
Presented by Steve Shipley, President & CEO, Shipley Associates
Capability Maturity Model® and CMM® are registered trademarks of Carnegie Mellon Software Engineering Institute
What is it?
How does the BD-CMM fill a void in current industry?
Being developed primarily as a framework, guide, and path for managing and improving business development processes
COMPANYBD-CMM, Other CMMs, and CMMI
What is the business development challenge?
How does the BD-CMM envision success?
What are the potential benefits?
Is there a compelling value proposition?
What’s the resulting business case?
Focus: Many Small,
Focus: Few Large,
Note: Projections based on data collected during APMP Benchmark Study 2002, prior national benchmark studies, and Shipley process consulting experience
Mid-size company in the Washington DC area
IT services industry
Federal, state, and local government markets
Aggressive growth targets
Broad-based process development in partnership with Shipley
Effort begun in January 2003
Level 1 in January 2003
Level 3 by end of July 2003
RESULTS:Value Proposition… Real Results!
2003 Sales by Mid-Year
2003 Annual Goal
Why should you implement the BD-CMM in your organization?
Where can you get additional information?