by Dr. Pat Dougherty, VP Strategic Planning & DOD, SSD
 Most large aerospace companies apply funds and take time to institutionalize their capture processes. Typically, these processes consist of milestones built around a timeline of events such as: identification of the potential opportunity, validation of the opportunity, assignment of a capture manager, and a decision to generate a bid or proposal. Many of the milestones in the process require extensive research and assembling of a large amount of information in a format that has been standardized in order to justify moving forward and making additional business development investments.
The same rationale for standardizing a corporate capture process in the big aerospace companies also applies to small and medium size companies. Because business development capital is more limited in small and medium size businesses, it is even more important to have a process to invest where the probability is higher in bringing in the greatest return.
As smaller companies establish and follow an agreed upon set of guidelines for their capture process, they should use the same approach as the big companies for smaller valued programs. Keep the process as simple and flexible as possible. Don’t make the process a burden. Make it understood that your process is intended to help your company prioritize what to go after and what must be put aside. Without a standardized process, it is likely that your business development funds will be spent unevenly based on the pet projects of aggressive, self-starting individuals. While this approach often succeeds very well for very small start-up companies, it will likely limit growth for more mature companies.
Some standardization of the capture process is required at each step of the way. However, the process at both large and small companies, provides some latitude to simplify steps that can be over-kill when considered against the dollar value of the opportunity. Smaller valued opportunities often call for a reduction of the standard data set for each milestone to reduce the work load appropriately.
Subsequently, you can best manage your limited business development funds and optimize your return on investment by developing a standardized corporate capture process. Keep it minimal and be certain to include the following items:
1. Identify your major capture milestones
2. Identify the minimal set of information required for approval to move on to the next milestone
3. Identify the individual with authority to approve completion of each milestone
4. Identify and allocate your capture budget
5. Establish a way to prioritize your opportunities (you will likely have more than you can possibly pursue effectively)
6. Follow your process (with a few exceptions)
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