Glossary term
Capture Management
The pre-RFP discipline of positioning to win a specific opportunity before the solicitation is released.
Capture happens before the proposal: understanding the customer's mission and pain points, shaping requirements through RFI and sources sought responses, assessing competitors, selecting teaming partners, and deciding whether to bid. Proposals are largely won or lost in capture — a proposal team handed a poorly captured opportunity is writing a well-formatted loss.
Categories
- capture
Related terms
- Bid/No-Bid DecisionThe formal decision on whether to pursue an opportunity, based on fit, competitiveness, and cost to pursue.
- Probability of Win (PWin)An estimate of the likelihood of winning a specific opportunity, used to prioritize pursuit investment.
- Market ResearchThe FAR-required process by which agencies determine whether commercial items and capable sources exist before soliciting.