Capture,Management,The,Right,W business, insurance Capture Management: The Right Way Of Gathering Intelligence
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Intelligence gathering permeates every capture activity. It notonly overlaps with the first capture aspectknowing your customerbut is partand parcel of everything that drives capture since the best informed wins!Basically, Intelligence Gathering is research and detective workyoupainstakingly collect little pieces of the puzzle and put together as completeof a picture as you can to make good decisions. As you learn about theopportunity and the customer, you will get into a full-blown intelligencegathering process that has multiple dimensions and involves a slew ofinformation sources.It is really important that youdocument the valuable intelligence you collect retaining both yourconclusions and the raw data. Normally, the conclusions you draw based on thedata go into your capture plan; but you should keep the notes, saved web pages,artifacts such as customer documents and reports, and other data in casesomeone else would like to see the source. They may be able to glean from itnew information that you may have missed, as they may have different skillsets.It is very interesting that in classical intelligence gathering,or theG2 method, you rely first and foremost on multiple informationgatherers to bring you the data. Interestingly, the information gatherers arenot supposed to be the people who filter the inputs and analyze the information this way you get the most mileage out of the information. In other words multiple people collect the raw data, and you digest it and translate it intoactionable information.In the real world, however, with limited resources, you may nothave the luxury of dedicating an entire team to intelligence gathering. You canstill avoid being too close to the source and missing actionable intelligenceby recruiting your subject matter experts to be additional pairs of eyes on theraw data.But you do want to make this information available for other subjectmatter experts in case they are able to see something that you may have missedbecause you are too close to the source.A word ofwarning: Dont turn the document collection system into a dump site likeso many do: work all the nuggets of information into the capture plan as soonas you get them, and organize the information into folders with gooddescriptive names. So many times no one will consult this valuable informationagain if you fail to create a roadmap and give good navigation aids. Make yourinformation usable.When you start initially, you may not know much about the opportunity,but you may have some people in your organization who do. If it is thescenario, you are better off organizing a session where you get to brainstormon what are the key customer issues and get your initial set of data fromthere, to form your questions that would help you gather intelligence ratherthan starting completely from scratch.As you find out more and more information about the opportunity,it will be like peeling an onion therewill be juicier, deeper, and thicker layers the further down you go.You will need to formulate more pointed questions, and go back tothe same sources or find new sources. It is an iterative process. You willprobably never have enough information; the key here is to use your judgmentand prioritize your efforts to get the biggest bang for the buck.
Capture,Management,The,Right,W