Capture management is the process used by government contractors to pursue and win new business. In this online, instructor-led, three-session seminar, you’ll learn the 10-step capture management process developed by Lohfeld Consulting that covers the major capture management activities, from identifying and qualifying new opportunities to developing a value proposition with discriminating strengths in time for RFP release.

Hands-on exercises teach you how to conduct capture reviews and manage the entire capture process to make informed bid/no-bid decisions. You’ll take away the capture management tools and techniques that your company can apply to make better decisions and increase your win probability.

This interactive course includes live instructor presentations and Q&A, useful background and reference materials, discussions, and group exercises using virtual breakout rooms.

Who should attend?

This class is designed for professionals in business development, capture management, and proposal management, as well as company executives and operations managers—including project managers and technical professionals who support the acquisition of new business. (Eligible for 12 APMP CEUs)

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Capture Management Seminar Agenda (three sessions over 3 days, 4-5 hours/day):

Session 1 – Understanding Capture and Setting Up for Success

• Understanding Business Development and the connection to the Capture continuum
• Identifying and qualifying opportunities
• Assessing risk
• Forming the capture team
• Developing and managing customer relationships
• Q&A

Session 2 – Conducting Critical Mid-Process Activities

• Understanding customer objectives and requirements
• Influencing the solicitation
• Assessing the competition
• Building the team
• Developing your solution and positioning with the customer
• Q&A

Session 3 – Building on Strengths for Success

• Building a Win Strategy and Value Proposition
• Performing capture gate reviews
• Transiting to the Proposal Cycle
• Capture management summary
• Q&A

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Capture Management Instructors

Doug Himberger, PhD, Strength-Based Solutioning®, Strategist, Process Evaluator, Capture Advisor, Color Reviewer, Orals Advisor, Instructor 

Doug has been at the forefront of business development and proposal strategy and execution for 35+ years. At Lohfeld Consulting, Doug serves as a bid strategist, Strength-Based Solutioning® advisor, volume lead, storyboard developer, and color team lead and participant. He is also a capture management expert, both co-designing and teaching multiple Lohfeld Consulting training classes, and advises on pursuit strategy, proposal development, and review.

His capture management experience ranges from small to large awards, including DOD multi-billion-dollar indefinite delivery/indefinite quantity (IDIQ) vehicles. He has provided strategic diagnostic expertise to businesses of all sizes in pursuit of key opportunities, ranging from $100M-$1B+ in value across a wide range of Federal Government agencies and departments. 

A technical expert as well, Doug offers clients in-depth experience on a wide range of topics. This includes technology development and transfer, research and development (R&D) processes and techniques, and Federal Government policy development and analysis in areas including resiliency, emergency management, first response, information assurance, survivability and vulnerability, energy, environment, and security.

Prior to joining Lohfeld Consulting, Doug served as Partner and Senior Vice President of Global Resilience, Security, and Defense Teams at Booz Allen, and as Senior Vice President and Director Security, Energy and Environment at NORC at the University of Chicago.

Doug received his PhD in Physics from Georgetown University and retains an active Top Secret clearance. He is a Senior Life Member of the Institute of Electrical and Electronics Engineering (IEEE), as well as Speaker for the International Association of Emergency Managers (IAEM). He is an active member of the Association of Proposal Management Professionals (APMP) and the Acoustical Society of America (ASA).

Bruce Feldman, Vice President, Principal Consultant, Subject Matter Expert in Space and National Intelligence, Lead AI Trainer 

Bruce brings 30+ years of experience as a subject matter expert (SME) in business development, capture management, and proposal development specializing in Space and National Intelligence programs for the U.S. Air Force (USAF), U.S. Space Force (USSF), Intelligence Community (IC), Office of the Secretary of Defense (OSD), Department of Defense (DOD) 4th Estate, and Combatant Commands.

He leads Lohfeld Consulting’s Artificial Intelligence (AI) initiatives and is the lead trainer for our Generative AI for Proposal Professionals classes, a trainer for our Capture Management and Strength-Based Winning^® classes, as well as a consulting advisor. 

Prior to joining our team, Bruce was the Senior Vice President for Business Development for SAIC’s $3B National Security and Space Sector. He also served as Chief Growth Officer for Engility, Senior Vice President of QinetiQ North America, Vice President of GCI, Inc. (a subsidiary of General Dynamic Information Technology (GDIT)), and Research Staff Analyst for TASC, Inc.

Bruce is a retired Lt. Col., USAF Reserve, and previously an active-duty USAF officer. He served as the Defense Information Systems Agency (DISA) Detachment Commander at the National Military Command Center (NMCC), as Chief of Mission Planning for the USAF Space and Missile Center, and on active duty at the National Security Agency (NSA).

Education

• BA in Chemistry, Yale University
• BS in Electrical Engineering, Air Force Institute of Technology
• MS in Electrical Engineering, Massachusetts Institute of Technology (MIT)

Accreditations

• Project Management Professional (PMP), Project Management Institute (PMI)
• NSA-certified Cryptologic Engineer
• Foundation-level Certification, APMP

Class Price

$795 per student includes all training materials and handouts, and live instructor-led training. No discounts are available.

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Cancellations and Transfers

Student substitutions are permitted at any time up to the start of the class (please notify your instructor so s(he) can forward the invitation to the substituted student).

Fourteen (14) days or more prior to the start of the class: No charges will be incurred for canceling or transfer of class registration.

Thirteen (13) days or fewer prior to the start of the class: The full tuition is due. There is no credit available to transfer or refund. If rescheduling, an additional payment in the amount of the new registration will also be due.

Student No Show

If a student fails to attend class, the full tuition is due and there is no credit available to transfer or refund.

Refunds

Refunds are made upon request only for registrations canceled fourteen (14) calendar days or more prior to the class start date.

Recordings

No recordings of Lohfeld Consulting Group classes are permitted or available.