Developing a Capture Plan is the critical first step required to properly analyze an opportunity, influence the customer desired solution, and develop a competitive advantage over the competition.  It also enables you to manage the capture activities in an organized way with proper planning and implementation.  The size and scope of a Capture Plan varies based on the opportunity but can be as simple as 15-20 PowerPoint slide presentation to a 50+ page comprehensive document.

 

The Capture Plan typically follows and supports each phase of the Business Development Capture/Proposal Process:

• Opportunity Description
• Customer Analysis
• Competitive Analysis
• Internal Analysis
• Win Strategy Development
• Action plans

The Capture Plan provides a single source for Proposal strategy and competitive information for Proposal development.  It also provides the data necessary for developing WIN themes, 

messages, and value propositions based on the Proposal strategy.

 

More importantly, The Capture Plan should be a dynamic document that is constantly updated by the Capture Manager as requirements and information change.  Keeping a Capture Plan up-to-date ensures key decision makers have the right information to assess the progress of the Capture/Proposal effort and make key decisions. 

 

Mark joins MTSC as a highly experienced senior business operations professional with a proven record in contract and finance operations. Key capabilities and expertise include: strategic planning, budgeting, contract administration, earned value management, pricing, project management, and proposal development.  Mark has extensive experience in directing both U.S. Government and commercial contracts.

 

 

When talking with new clients we often get asked for our "win rate" or "track record."  A fair question but in most cases MTSC's Associates are one or two members of a 5, 20, or 100+ person proposal effort.  If I am hiring a Capture or Proposal Manager I want someone with a winning record, but for writers and reviewers I want experience and people who work well in a Proposal Team environment.  

 

One example; MTSC provided a Proposal Team for a military field equipment proposal effort.  It was a "best value" solicitation and our proposal was technically superior in 3 of the 5 rated categories (two other categories tied the top scores of a satisfactory).  The Source Selection Authority in a letter to the company admitted the proposal was superior to the others but the SSA decided to award to the company with the lowest price. Pricing was determined by the company's CEO and CFO...MTSC had no control over pricing so the superior proposal was a win in our mind.  Win rates should be just one data point when considering consultant support.