Capture is typically the longest step in the proposal preparation timeline and the most critical. Its goal is to position your company to win before the government releases a Request for Proposal (RFP).
OST’s capture process includes customer engagement, intelligence gathering, win strategy development, competitive analysis, teaming, and solution development. Our process is a Venn diagram for a reason: all six areas are critical and overlap, building off of and enriching one another. The process is easy to grasp (with only six areas versus dozens of linear steps, PowerPoint slides, and plans) so our capture team always knows how to move the opportunity forward. Despite the simplicity, our process is complete and scalable to help you win multi-billion-dollar deals.
Depending on your needs, we will provide a Capture Manager, an entire capture team, or turnkey capture support. We scale the capture efforts to the size and complexity of the opportunity. For many small businesses, our Winning Edge Package is appropriate, with Gate 2: Pursue/Don’t Pursue briefing serving as a mini-capture plan sufficient to give you a competitive edge in winning proposals.
We also offer capture packages based on the bid’s complexity factor. We are different from freelance capture managers or firms that offer capture consultants using a cumbersome old-school approach with unclear expectations at every step. We have developed detailed procedures and checklists for every capture stage, so our consultants implement a repeatable and successful capture while saving your Bid & Proposal (B&P) budget.
How OST Capture Managers Support Your Bid
OST’s Capture Manager will help establish and lead the capture team. Per the Capture Plan, our Capture Manager will help build relationships with the customer, collect and prioritize bid-critical information, develop and implement a win strategy, perform competitive analysis, select teaming strategy and partners, and lead solution development both pre-RFP and throughout the proposal process. Our Capture Manager’s tasks and responsibilities include:
- Develop Government customer call plans and customer messages
- Perform bid research to determine technical requirements and customer concerns
- Identify possible competitors and determine competitive pricing
- Research and brainstorm on the overall win strategy and win themes through our Win Strategy Workshop, which we can also conduct as a standalone, singularly important capture step
- Develop white papers, point papers, Sources Sought and Request for Information (RFI) responses, as needed
- Help select teaming strategy and identify teaming partners
- Help you request, negotiate, and guide execution of non-disclosure agreements (NDA) and teaming agreements with partnering firms, if needed
- Facilitate brainstorming sessions to develop a solution framework, Concept of Operations (CONOPS), and value propositions (including pricing strategy)
After Draft RFP Issuance, Our Capture Managers Can Help as Well
Our Capture Manager will help the Proposal Manager gain commitment from relevant teaming partners on assigning specific personnel to support solution and win themes brainstorming, proposal writing, and proposal reviews. The Capture Manager will also guide the response strategy for the Draft RFP.
Our Capture Manager will also manage the selection, organization, and presentation of the past performance references used in the response. The Capture Manager will work closely with recruiters to identify and hire qualified personnel. Our Capture Manager will also draft your proposal’s Executive Summary.
Many of Our Capture Managers Continue to Stay Involved During the Proposal
Capture Manager will:
- Lead solution development sessions during the proposal phase
- Ensure the cost/price volume is consistent with the technical approach, meets the strategic teaming commitments, and represents the agreed-to winning price
- Closely monitor the proposal, guiding authors to highlight the best stories and ghost competition from a capture standpoint
- Provide valuable inputs and suggestions for improvement during color reviews
- Participate in post-submission activities, such as discussions and Final Proposal Revision (FPR) response, as needed