Capture Management Consulting

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The goal of capture is to position your company to win before the Government releases the Request for Proposal (RFP), and capture is typically the longest and most critical phase in the business development timeline. Companies large and small encounter many obstacles when capturing new opportunities. OST’s capture process is agile and easily scalable, and our business development consultants help our clients move their opportunities forward toward a win.

OST’s capture process includes customer engagement, intelligence gathering, win strategy development, competitive analysis, teaming, and solution development. 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. Despite the simplicity, our process is complete and scalable to help you win multi-billion-dollar deals.

OST Capture process is a Venn diagram that includes: 1. Customer Engagement, 2. Intelligence Gathering, 3. Win Strategy, 4. Competitive Analysis, 5. Teaming, and 6. Solution Development.

Depending on your needs, we can provide a Capture Manager, an entire capture team, or turnkey capture support. We scale the capture efforts to the size and complexity of your opportunity. For many small businesses, our WinMoreBD™ is appropriate, with Gate 2: Pursue/Don’t Pursue briefing serving as a mini-capture plan sufficient to give our clients a competitive edge in winning new contracts.

We developed the WinMoreBD™ mini-capture plans as part of opportunity qualification, to guide the pursuit process for smaller opportunities. It is a targeted tool that underpins decision-making. By succinctly collating the critical information needed to assess an opportunity—such as customer hot buttons, competitive insights, and potential solutions—it empowers the team to efficiently qualify and pursue opportunities with a clear action plan.

This approach significantly elevates the likelihood of success by ensuring that each pursuit is backed by a precise, actionable strategy tailored to the opportunity’s scale and scope. The mini-capture plan serves as a conduit for translating qualified opportunities into successful captures, enabling a higher win probability through meticulous yet agile planning. It provides just the right level of insight and direction to prioritize tasks effectively and advance the opportunity to the proposal stage with confidence.

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 repeatable and successful captures while saving our clients’ Bid & Proposal (B&P) budgets.

 

OST Capture Managers Will Help You Win Your Must-Win Opportunity! We Have Helped Our Clients Win Billions in Funded Contracts.

Whether we are providing a full capture team or surge support for specific roles, our Capture Managers bring leadership and add value to every opportunity we support.

Our Capture Management services include:

  • Stakeholder identification to enhance customer engagement and relationship building
  • Government customer call plans and messaging development
  • Bid research for technical requirements and customer concerns assessment
  • Win strategy and theme development through our Win Strategy Workshop, also offered as a standalone project
  • Competitive analysis and Black Hat session facilitation for potential competitor identification
  • Price-to-Win analysis for competitive pricing determination
  • Teaming strategy and partner identification to select the appropriate approach
  • Development of white papers, point papers, and responses to Sources Sought or RFIs, as required
  • Assistance with NDA and teaming agreements for negotiation and execution with partner firms, if needed
  • Brainstorming session facilitation to develop solution frameworks, Concept of Operations (CONOPS), and value propositions, including pricing strategy

Additionally, our Capture Managers will help gain commitment from relevant teaming partners to assign specific personnel for solutioning and win themes brainstorming, proposal writing, and proposal reviews.

King chess piece icon representing OST’s capture managers and capture teams.

OST’s Capture Managers Will Help with Proposal Development to Increase Your Pwin

During the proposal phase, our Capture Management consultants will help ensure the proposal properly presents your win strategy.

Specifically, our consultants 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) responses, as needed

Ready to Win More Government Contracts?

Schedule a FREE 30-minute Business Development Consultation with one of our experts or call (301) 384-3350.
We’ll discuss actionable ways you can grow in the Federal market and
tell you exactly how we can help you reach your goals.

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