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Maximize Your Success With Capture Phase Strategies

The Capture Phase contributes 60-70% of your win probability (Pwin). How well you execute during this phase greatly determines whether you win or lose.

To have the greatest impact on Pwin, start the Capture Phase months in advance of the DRFP/RFP release:

  • ~4 months, for $10M class contracts
  • ~9 months for $100M class contracts
  • ~18 months (minimum) for $1B class contracts

STRATEGIC APPROACH

Score Blue on your next proposal using our top-down, strategy-driven techniques. Start by asking the following:

  • What are the Customer's objectives/problems to solve with this competition?
  • What are the Customer's most important requirements?
  • What are their hot buttons; what keeps them up at night?
  • What does the Customer see as a key risk(s)? What risk mitigation(s) would the Customer see as valid?
  • Who does the Customer think makes up the winning team? How would the Customer like the team to be organized?
  • If the Customer has concerns about your previous performance, how will you overcome those concerns?

Use the Capture Phase to build a relationship that gives your Customer confidence that your team is the best choice.

Key Capture Phase Actions

  • Develop the Capture Plan
  • Establish a winning objective through a series of win strategy actions that create a winning environment, which optimizes your Pwin
  • Develop competitive assessments against competitors.
  • Develop a Price-to-Win (PTW). Note: PTW is not a point product, but a series of results integrated with capture activities.
  • Conduct Black Hat Review(s) to establish probable competitor offerings and win strategy.
  • Add teaming that strategically aligns with overall win strategy and maximizes Pwin

Key Deliverables

Deliver the following Capture Phase exit criteria key products to the Proposal Team:

  • An early draft of the Executive Summary, e.g., could start with bullet points
  • The Key competitor differentiators
  • The Baselines for management, technical, and cost
  • The Customer’s hot buttons
  • The win strategy, especially the offering tenets (principles) and discriminators
  • The Theme Tree Matrix
  • The win strategy review out briefs
  • The Black Hat out briefs
  • The finalized proposal team staffing plan