Winning government contracts requires more than just a strong proposal; it demands a proactive capture support strategy to position your business for success well before an RFP is released. Capture support involves early engagement with government agencies, opportunity qualification, and competitive positioning to maximize the probability of win (Pwin). A structured capture process allows businesses to align their solutions with agency needs, establish credibility, and gain a competitive edge.

What is Capture Support?

Capture support refers to the pre-proposal phase where businesses actively prepare for an upcoming solicitation. The goal is to shape the procurement in a way that favors their strengths while ensuring they meet all requirements. Capture support includes:

• Building relationships with key stakeholders before an RFP is issued.
• Understanding agency needs and procurement trends.
• Identifying and analyzing competitors.
• Developing a win strategy aligned with the customer’s priorities.
• Refining technical and pricing strategies for a competitive edge.

Why Capture Support is Critical

Many businesses lose contracts before the proposal stage due to inadequate capture planning. By engaging early, businesses can:

1. Improve Competitive Positioning – Early engagement allows businesses to influence procurement strategies and align their solutions with agency priorities.
2. Strengthen Customer Relationships – Agencies prefer working with vendors who demonstrate a deep understanding of their challenges.
3. Increase Pwin (Probability of Win) – Organizations that invest in capture support win more contracts than those that wait until the RFP is released.
4. Ensure Proposal Readiness – A structured capture process eliminates last-minute rushes and ensures that proposals are strategic, compliant, and compelling.

Key Components of Capture Support

1. Customer Intelligence Gathering

Understanding the agency’s priorities, mission, and pain points is essential. Businesses should:

• Engage with agency officials and decision-makers.
• Monitor procurement forecasts and industry briefings.
• Review past contract awards to understand funding and trends.

2. Competitive Analysis

Identifying competitors and their strengths helps businesses develop differentiation strategies. This includes:

• Analyzing previous contract winners and their pricing strategies.
• Assessing potential teaming opportunities to fill capability gaps.
• Evaluating competitors’ performance and weaknesses in prior contracts.

3. Solution and Value Proposition Development

To win a contract, businesses must demonstrate how their solution uniquely addresses the agency’s needs. This requires:

• Aligning technical capabilities with agency priorities.
• Developing innovative solutions that provide added value.
• Ensuring compliance with procurement regulations.

4. Pricing to Win (PTW) Strategy

Pricing is a major evaluation factor. A Pricing to Win (PTW) strategy ensures businesses remain competitive while maintaining profitability. Key steps include:

• Benchmarking competitor pricing on similar contracts.
• Aligning cost structures with government expectations.
• Ensuring cost realism and compliance with federal pricing regulations.

5. Teaming and Partnering Strategies

For large government contracts, forming strategic partnerships enhances competitiveness. Capture support involves:

• Identifying subcontractors or teaming partners with complementary capabilities.
• Building joint ventures for increased eligibility.
• Developing clear agreements on roles, responsibilities, and pricing structures.

6. Risk Mitigation Planning

Government contracts come with risks. A proactive risk management plan minimizes uncertainties by addressing:

• Regulatory or compliance risks.
• Resource limitations and operational challenges.
• Competitor strategies and potential objections.

Best Practices for Capture Support

1. Start Early – Capture planning should begin 12 to 24 months before the expected RFP release.
2. Engage Continuously – Maintain ongoing communication with agency officials and attend industry events.
3. Leverage Data and Analytics – Use procurement databases (SAM.gov, FPDS.gov) to track past awards and forecast upcoming opportunities.
4. Tailor Messaging to Agency Needs – Customize capture strategies to align with the agency’s mission.
5. Conduct Internal Readiness Reviews – Ensure teams are aligned and prepared before the RFP drops.

Conclusion

Capture support is an essential function in government contracting. By proactively engaging with agencies, conducting thorough competitive research, and refining solution strategies, businesses significantly improve their Pwin and increase their chances of securing contracts. Organizations that invest in structured capture planning gain a competitive advantage and build long-term success in government contracting. Contact us to learn more!