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Master Capture Management for Ultimate Victory Now

Capture management is the pivotal first step toward securing a contract win. It’s not just about identifying opportunities; it’s about strategically aligning your resources, building strong relationships with decision-makers, and crafting a tactical capture plan. Capture management is the linchpin connecting business development efforts to successful proposals and ensuring your company has the foundation to deliver winning proposals.

Over the years, Lohfeld Consulting has produced over 800 articles, eight books, and numerous videos and presentations on bids and proposals, often featuring capture management. Below, we’ve tailored a list of key articles and videos highlighting the subject to jumpstart your capture management thinking. In upcoming articles, we will curate lists on other related topics, including proposal management, writing and reviews, page design and graphics, and how to advance your career in the bid and proposal profession.

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Overview of Lohfeld Consulting’s Capture Management Strategy

Lohfeld Consulting’s capture management strategy aligns business development efforts with proposal success to maximize win potential. The approach emphasizes thorough market and competitive analysis to identify and qualify opportunities that fit a company’s strengths and align with customer priorities. It prioritizes early and consistent customer engagement to build relationships, gain insights into decision drivers, and uncover opportunities to highlight key proposal strengths. We encourage you to develop tactical capture plans to guide your efforts by incorporating a clear win strategy, value propositions, and demonstrable strengths that differentiate your company from your competitors. Regular capture reviews ensure your team remains aligned with objectives while lessons learned from past efforts refine strategies for future success.

Ultimately, the strategy ensures that every capture effort lays a strong foundation for producing a compliant, compelling, and strength-focused proposal for the contract. In addition, we encourage you to consider using generative artificial intelligence (GenAI) to help automate capture activities and increase your efficiency.

1. 10 Reasons Why You Need Capture Management highlights the critical role capture management plays in improving win rates and reducing costs in the government market. The article explains how focusing on customer requirements, qualifying opportunities early, and developing a structured process enhances competitive positioning and business growth. It also outlines key activities, from building capture plans to developing win strategies, and emphasizes the importance of leadership support in creating a scalable, repeatable, and measurable capture process.

2. 10 Capture Activities You Can Implement Now describes how to evaluate and refine capture management activities to improve win rates. It outlines fundamental activities, including opportunity qualification, customer engagement, competitive analysis, and win strategy development essential to building a robust, adaptable capture process. By following these steps, companies can position themselves more effectively for success in competitive procurements.

3. How Ready is Your Capture? outlines Lohfeld Consulting Group’s 12 Key Performance Indicators (KPIs) for evaluating a capture. The KPIs help capture managers assess current progress, identify areas for improvement, and track readiness trends over time. The article highlights the critical role of customer relationships, understanding objectives, and aligning solutions with customer needs as cornerstones of a successful capture effort.

4. When to Start Working on Your Contract Recompete emphasizes the importance of early preparation and strategic groundwork, beginning on day one of the contract. Key strategies include excelling in operations, earning exceptional CPARs, maintaining updated proposal assets, and crafting a comprehensive win strategy well in advance. By laying this foundation, organizations can collaborate effectively with the capture manager to refine the recompete strategy, ensuring a compelling proposal that maximizes their chances of victory.

5. 50 Ideas to Jumpstart Your Thinking About Proposal Strengths explains that in best-value competitions, the bidder best positioned to win is the one with the most compelling strengths, the fewest weaknesses, and an acceptable level of risk. The blog provides 50 ideas to craft strengths across various proposal sections, emphasizing the importance of showcasing benefits, innovation, and exceptional performance to stand out in competitive procurements.

6. Get Ready for the AI Revolution – AI-Assisted Capture Managementis a video that delves into GenAI’s dynamic impact in revolutionizing capture management, including using AI to develop effective, high-scoring capture strategies and solutions efficiently. It discusses the integration of GenAI in capture management, offering insights into how AI can enhance efficiency and accuracy in developing capture strategies.

Conclusion

Capture management is the foundation for winning federal contracts. By considering Lohfeld Consulting’s strategies, tools, and best practices, you can build a disciplined, strength-focused approach to capture that leads to success. Contact us today to learn more about Lohfeld Consulting’s capture management services.

By Brenda Crist, Vice President at Lohfeld Consulting Group, MPA, CPP APMP Fellow

Lohfeld Consulting Group has proven results specializing in helping companies create winning captures and proposals. As the premier capture and proposal services consulting firm focused exclusively on government markets, we provide expert assistance to government contractors in Capture Planning and Strategy, Proposal Management and Writing, Capture and Proposal Process and Infrastructure, and Training. In the last 3 years, we’ve supported over 550 proposals winning more than $170B for our clients—including the Top 10 government contractors. Lohfeld Consulting Group is your “go-to” capture and proposal source! Start winning by contacting us at www.lohfeld.seablaze.website and join us on LinkedIn, Facebook, and YouTube(TM).

Brenda Cristcapture managementLohfeld Consulting Group

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10 steps to creating high-scoring proposals
by Bob Lohfeld

contributors Edited by Beth Wingate

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Did you know that contracting officers spend up to 20% of their time mitigating disputes between teaming partners? In an informal poll we conducted on LinkedIn last month, 40% of respondents classified their teaming partners as “frenemies” on their last bid.

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