All glossary terms
Capture & Business Development

Account Planning

Strategic process of identifying and developing long-term relationships with target customers, mapping decision-makers, and positioning for future opportunities.

Related terms

SWOT Analysis
Strengths, Weaknesses, Opportunities, and Threats analysis for competitive positioning.
Winning Price Window
A comparison of an organization's likely bid and solution against competitors' likely bids and solutions, used within the pricing-to-win process to identify a price range that is both competitive and profitable.
Win Strategy
The overarching approach for positioning your offer as the best value, based on discriminators and competitive intelligence.
Win Themes
Theme statements designed to persuade the government of your unique capabilities. Should run throughout the proposal.
Wired
Slang for the perception that a contract award has been predetermined.