Winning Government Business, 2nd Edition

Chapter 6

Building and Organizing the Capture Team

Acquiring new business is a team activity. A frequently used approach is to establish a “capture team” and give it responsibility for securing a piece of new business. A capture team consists of a leader and a core group of managers who oversee proposal and program development.

Ultimately, the effectiveness of the capture team is a key determinant of whether you win or lose. The team members develop and implement your bid strategy and lead the proposal development effort. Here is an all-too-typical scenario that illustrates this point.

An organization has properly positioned itself with the customer. It has good past performance, a superior technical solution, and an affordable price. Yet, at ...