Capture Plan and Win Strategy Development

We provide proprietary and inventive strategies to win Government contracts. We document all activity on behalf of the client into a compelling blueprint for action. The written Capture Plan includes the win strategy, action items and team assignments, suggestions to improve win probability, how to approach the customer, and the overall thematic structure of what the client is selling. We prepare written capture plans and win strategies using a proven “toolbox” of products and services summarized below.

Bid/No-Bid Support	We use a disciplined and highly effective process to help you determine whether and how best to pursue an opportunity, all relevant factors considered. We help you establish your business case, and then forecast and defend, a credible win probability.
Market Entry Strategy	We provide an actionable blueprint to speed your entry into a new or adjacent market sector.
Strategy Decision Conference	At the outset of an engagement, we conduct a planning session to frame strategies, issues, decisions, actions, plans and approaches to pursue a contract opportunity. This Conference provides our client with an effective strategic framework to move forward.
Vision Statement	We help our clients distinguish between the “as is” state and the “to be state” for a given opportunity. We then help craft an end-state vision that resonates with evaluators and convinces them that your our client's approach is superior.
Decision Blocks	We employ a time tested methodology to guide your firm as it makes a series of key strategic decisions necessary to win. We systematically identify issues, catalog pros and cons, make recommendations, and help your company grapple with blocks of decisions affecting the ultimate outcome.	Representative Decision Blocks
Statement of Work (SOW) Gap Analysis	We analyze the SOW and determine whether your company has any serious gaps or vulnerabilities—and what should be done to mitigate them immediately.
Selection Drivers	We provide you a catalog of the issues, agendas, concerns, biases, motivations and “hot buttons” that support  any contract award decision. Armed with these drivers, our clients are able to fine tune their messages to drive them home.
Notional Winner Profile (NWP)	We carefully construct this benchmark containing characteristics of the “ideal” winning team from the vantage point of your customer: required core competencies; depth of experience and past performance; expected size and resources of the winner, etc. The closer your company comes to meeting the NWP, the better the chances of winning.
Value Proposition	We help you cogently articulate the tangible benefits your company will bring to the Government that meets the NWP and responds persuasively to the selection drivers.
Offer Design to Win	We help design and package your “offer” to the Government—including promises and commitments—that will make a difference in winning. The Offer Design also sets forth the most compelling reasons for selection of your company.
Discriminators/Major Selling Points	We work with you to craft and package your discriminators and major selling points that are truly distinguishing. These powerful features are then driven into the proposal document during the proposal phase.
Hierarchy of Themes	We design a set of integrated themes that “resonate” with evaluators and are tied to RFP Evaluation Criteria. These themes “cascade” so that even subordinate themes support the major ones. All themes must contain a benefit to the Government.
Customer Positioning Plan	We map out a communications/contact plan that targets the right decisionmakers with the winning messages and positions your company squarely for contract award.
Teaming and Subcontracting Support	We introduce your company to key market players, and help you assemble a team of companies or to secure a position on an existing team. We also provide you options for various business models to be used as part of a teaming alliance.
Competitive Assessments	We identify, score and rank your competition, whether an incumbent or challenger. We provide profiles of dominant players you will confront, and we help you measure their strengths and vulnerabilities.
Black Hat Review	We play the role of a determined competitor…and forecast exactly how the competitor will seek to defeat you. Armed with this insightful data, you will have time to launch your countermeasures and mitigate any competitive threat.
Risk and Liability Assessments	We identify contract-specific market sector risks--technical, management, cost, schedule, quality, health, and environmental.
60 Second Win Message	We help your company prepare a succinct statement of why you are ideal for the opportunity, using this as an underlying battle cry for competing successfully for the project.
Key Personnel Qualifications Identification	We first help craft a workable project organizational structure. We then populate it with highly qualified personnel.
Identity Materials	Once a decision is made to pursue a contract opportunity, we help prepare your marketing materials, brochures, and leave-behinds that hone your messages for maximum impact.
Pricing Support	Our pricing specialists, planners, estimators, and data base pros provide your company with pricing and fee models, price to win forecasts, competitive cost analysis, best value determinations and supporting rationale.
Capture Coach™	Our mentoring program provides your in-house capture manager with a variety of strategic advisory, professional development and leadership aids—and with a toolbox to strategize, pursue, and capture important Government contracts.
Taking Products to Market	We help product-based companies reach their intended markets within the Government contracts sector. We assist matching needs with your product offering. We also author GSA Schedules and sole source selection statements to attain your strategic marketing objectives.