“Capture Planning” in the federal market usually involves opportunity identification, plan of how to “capture” the opportunity, and write the proposal in response to the solicitation.
Some federal contracting companies are finding that the capture planning process is not as effective as hoped. Most, often the company lacks a company-to-customer sales process.
Selling is hard. Most technical staff members and subject matter specialists are good at performing contract tasks. But few are good at selling a customer and at the same time appearing like they are not selling, but solving the customer’s problem.
The second reason for the consolation step is the lack of an effective proposal writing capability. A winning proposal documents the solution that you have already sold the customer. You must sell it first and write the solution in a clear concise, and convincing manner. These two critical elements are often missing in a capture planning process.
Learn more about capture planning and the federal sales process at http://www.fedmarket.com/contractors/Sell-It-Then-Worry-About-Capturing-It
Or call me directly, I’m happy to answer your basic federal contracting questions.