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CAPTURE & BUSINESS DEVELOPMENT | Intermediate/Advanced

Thursday, May 28, 2015 | 3:50 PM - 4:50 PM
Grand Ballroom A


Herding the Capture Elephant!

Bob Garceau
Harris Corporation

Bob Mahoney
Consultant

Doubling your capture rate requires innovative approaches that implement stealthy major change! A number of years ago, we realized that we had an elephant in our living room as far as competing for opportunities was concerned.  The elephant, simply stated, was…we weren’t consistently good at what we did.  We were very good at spouting safe, memorized sound bites about our technology and paying lip service to standard customer concerns in proposal text, but we weren’t confronting the real issues.  Although our new business capture rate was in line with industry averages, it was nowhere good enough given expected market challenges. We set out on a planned path to improve results.  Along the way, we did some things right, and some things wrong. This interactive presentation will focus on what we, as a mezzanine-level aerospace prime, did and what we learned about getting the elephant out of our living room.



Bob Garceau is a 30 year new business practitioner. He has led and won some of Harris’ largest pursuits.  He led the implementation of new concepts for capture, resulting in capture rates improving from 40% to a 4 year average of 78%, with 2014 ending at 87%. Mr. Garceau mentors, facilitates and trains capture teams.  He leads Professional Development, teaches and has authored a wide spectrum of capture classes.  He is a Miller Heiman Client Associate and a 6 Sigma Green Belt.  He holds advanced degrees in Engineering, Engineering Management and Business Administration.

Bob Mahoney is a 25 year veteran of the proposal process. He leads the Proposal Center for one of Florida’s largest private sector US Government contractors.  He has authored "Managing Proposals, Process Pitfalls and the Reality of Teams” and is a long term APMP member and former presenter.  A mentor, trainer, and strategy developer, his "from the ground up” perspectives are always borne of the gritty reality of the proposal business.  He has consistently achieved capture rates in the 80% range.    He has embarked on a journey to challenge and ultimately change the culture of Harris with regards to the business of Business Acquisition.

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Bob Garceau
Bob Garceau
Bob Mahoney
Bob Mahoney


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