Capture Management for Government Contractors Course Outline
Capture Management is the process used by government contractors to pursue new business from opportunity identification and qualification through contract award. The process raises a company’s win probability and reduces proposal development costs. This course covers the following topics: - Becoming a Capture Manager—we present the critical roles and responsibilities of the Capture Manager with emphasis on how this person integrates corporate activities and focuses the corporation to win government contracts.
Qualifying new business opportunities—we discuss how companies evaluate new business opportunities using six qualification criteria to make early decisions about which opportunities to pursue and which to discard. Developing Capture Plans—we present and discuss the elements of winning capture plans using capture plan templates to collect capture data and manage the capture process. Understanding and Influencing Requirements—we take you through the process of building a call plan, understanding customer needs and requirements, and influencing these favorably for your company. Positioning to Win—we discuss the process of getting ahead and becoming a leader for the procurement with emphasis on activities to accomplish before RFP release. Assessing the Competition—we discuss how to identify the strengths and weaknesses of each competing firm (including yours), how to feature your strengths and the competition’s weaknesses, and how to neutralize your weaknesses and the competition’s strengths. Using Teaming Strategies—we describe how to build teaming strategies to strengthen your offer, eliminate competition, provide customer insight, and build customer advocacy. Developing Winning Solutions—we describe how the Capture Manager brings together all the elements of the organization to create winning technical, management, past performance, and price offers. Making Effective Bid Decisions—we explore the decision-making process leading to effective bid choices, considering revenue and profit expectations, win probabilities, risks, and financial commitments. Managing the Capture Process—we look at how the capture process is managed and reviewed at each step in the pursuit, the timeline for executing the capture plan, and what should be done prior to RFP release, after draft RFP and final RFP release, and after proposal submission. Improving the Capture Process—we look at continuous improvement techniques for your capture process and examine how to raise your win probability on future bids.
This full-day course qualifies for 10 APMP Continuing Education Units (CEUs). Course Instructor 
Featuring:
Robert Lohfeld, President and CEO
Lohfeld Consulting Group, Inc. Capture Management is taught by Bob Lohfeld, CEO and founder of Lohfeld Consulting Group. Bob has more than 30 years’ experience in corporate management with firms serving the government market. He receives consistent recognition for leadership in business development, capture management, and proposal development. He designed the Capture Management process and course content and has taught this course to over 200 companies. He serves on the Board of Directors for the Association for Proposal Management Professionals’ National Capital Area Chapter (APMP-NCA) and is past Chairman of the Industry Advisory Council (IAC), Vice Chairman of the Technology Council of Maryland (TCM), and board member of AFCEA and GEIA. Prior to forming Lohfeld Consulting Group, Bob served as Division President at Lockheed Martin, Vice President at Lockheed Martin Information Technology and Senior Vice President at OAO Corp. Bob held technical management positions at Computer Sciences Corp. (CSC) and Fairchild Industries. He is a three-time winner of Federal Computer Week’s Federal 100 Awards.
Who Should Attend
We designed this course specifically for technical, operational, financial, and business development leaders who are involved in the capture process. The course focuses on government procurements and emphasizes techniques appropriate for this market. If you are responsible for winning government contracts or plan to be a member of a capture team, then this course will help you understand the capture management process and how to apply it in your company. | Look to us for: |
