SUMMARY:

GovCon365 AwardTrack, built on Microsoft Dynamics 365, replaces rigid generic sales funnels with a flexible CRM architecture that aligns perfectly with specialized government contracting capture methodologies—such as Shipley—to ensure process consistency and higher win rates.

• The platform’s configurable design supports specific process stages, allowing teams to track pre-RFP activities, competitor analysis, and win themes without being forced into an ill-fitting commercial workflow.
• Capture managers utilize drag-and-drop Kanban boards to visualize the pipeline and enforce compliance by requiring specific data points, such as P-Win calculations, before an opportunity can advance to the next stage.
• Aligning the CRM with established internal processes fosters consistency, accelerates new-hire onboarding by guiding them through the firm’s playbook, and generates accurate data for reliable revenue forecasting.

By choosing a system that adapts to the user’s methodology rather than dictating it, government contractors secure a competitive edge through disciplined, repeatable execution.

Beyond Generic Sales: How AwardTrack Supports Your Specific GovCon Capture Methodology (Like Shipley)

In Government Contracting, a disciplined capture process is the most reliable path to a high win rate. Unlike general commercial sales, federal pursuits demand a structured, multi-phase approach where every step—from qualification to proposal submission—must be meticulously managed.

Firms often invest heavily in training their teams on proven methodologies like the Shipley Associates Capture Management Process, the Six-Step Capture Model, or even their own customized approach. The problem? Most generic Customer Relationship Management (CRM) tools force these specialized processes into rigid, ill-fitting sales funnels.

GovCon365 AwardTrack, developed by XTIVIA, is different. Built specifically for GovCon, it’s designed to be flexible and configurable, ensuring the technology supports, rather than dictates, your proven capture process.

Technology That Speaks Your Capture Language

The key feature of AwardTrack’s Capture and Opportunity Management module is its adaptability. It acknowledges that your internal process is your competitive edge and provides the structure to execute it flawlessly.

1. Ready for Shipley and Beyond

If your team is trained in the Shipley methodology, AwardTrack can be configured to mirror its specific phases:

• Pre-RFP Activities: Track early qualification, agency relationship mapping, and solution development before the solicitation drops.
• Capture Strategy: Manage key Shipley elements like competitor analysis, win themes, and discriminators directly within the opportunity record.
• Proposal Management: Connect directly to the proposal phase, ensuring all capture data feeds seamlessly into the writing and review process.

The system gives you the power to define the precise stages, required documentation, and approval gates for each phase of your unique methodology, whether it’s Shipley, Six-Step, or a hybrid.

2. Visualizing Success with Kanban

Regardless of the underlying methodology, successful capture requires instant visibility. AwardTrack utilizes modern visualization tools:

• Drag-and-Drop Kanban Boards: Opportunity managers can view their entire pipeline on a clean, visual Kanban board. Each card represents an opportunity, and moving it across columns (which correspond to your defined process stages) is as simple as dragging and dropping.
• Real-Time Stage Compliance: The system can be configured to require specific data points (e.g., funding status, P-Win calculation) before an opportunity can be moved to the next stage of your methodology, ensuring consistent adherence to your process.

Why Adaptability Leads to Higher Win Rates

When your CRM aligns perfectly with your capture methodology, your firm gains critical advantages:

• Consistency: Every pursuit, regardless of size or complexity, is managed using the same established playbook, reducing errors and ensuring best practices are followed.
• Faster Onboarding: New capture managers can quickly understand and adopt the firm’s process because the CRM visually guides them through the steps they were trained on.
• Accurate Forecasting: Because opportunities are correctly tracked through formal, defined stages, leadership receives more reliable data for pipeline reviews and revenue forecasting.

GovCon365 AwardTrack doesn’t force a generic sales funnel onto your specialized business. It provides the intelligent, flexible framework—built on Microsoft Dynamics 365—to support your established capture methodology and drive consistent, repeatable success.