Capture Management for Federal Contractors – How to Win before RFP Release

lohfeld-course-download-iconCapture management is the process used by government contractors to pursue and win new business. In this seminar, you’ll learn the 10-step capture management process developed by Lohfeld Consulting Group, which covers the major capture management activities from identifying and qualifying new business opportunities through RFP release. Additionally, this seminar shows you how to conduct capture reviews and manage the entire capture process. Understanding this process is a must for government contractors.

You will learn how successful government contractors consistently win the programs they pursue. You will take away the capture management tools and techniques that your company can apply to make better decisions and increase your win probability.

What you will learn:

In this Capture Management seminar, you’ll learn how to:

  • Select and qualify new business opportunities
  • Make a rigorous pursuit and bid/no-bid decision
  • Develop your Capture Plan
  • Create competitive solutions and service offerings that will earn a high score from proposal evaluators
  • Position your company to win
  • Create effective win strategies that will set your company apart from the competition
  • Develop your teaming strategy and select your team members
  • Establish your price to win
  • Increase your effectiveness in capture activities

Who should attend?

This class is designed for professionals in business development, capture management, and proposal management, as well as company executives and operational managers—including project managers and technical professionals who support the acquisition of new business. (Eligible for 10 APMP CEUs)

Seminar schedule:



8:00 Introductions
8:30 Understanding the business development life cycle – identifying and qualifying new business opportunities, becoming a capture manager and forming your capture team
9:00 Understanding and influencing requirements
9:30 Developing your solution
10:30 Positioning your company to win
11:30 Assessing the competition
12:00 Working lunch
12:30 Developing your win strategies
1:00 Using teaming strategies
2:00 Setting the price to win
3:00 Assessing risk
3:30 Conducting capture reviews and managing the capture process
4:00 Seminar concludes


Liz Skarlatos

Liz Skarlatos liz_skarlatos_lohfeld_website_final_2014-04-17applies her 30 years of business development, capture management, proposal management, and proposal writing experience to our Capture Management class. For the last 14 years at Booz Allen, Liz served as business development manager and capture manager, as well as proposal management expert, primarily focused on Intelligence Community (IC) customers. She grew and maintained a robust opportunity pipeline, developed and maintained key industry relationships and competitive intelligence, developed win strategy for and managed corporate-defined Top 10 captures and proposals, and coached and mentored staff in business development, capture management, and proposal management and execution.

As a senior proposal subject matter expert (SME) in TRW’s Proposal Operations Center, Liz developed and executed proposal win strategy and successfully managed proposals for federal, civil, defense, IC, and international customers. She served as proposal manager, management volume lead, past performance volume manager, staffing volume manager, security volume manager, basis of estimate (BOE) writer, compliance manager, proposal section writer, staffing/resume writer, proposal process trainer, and color team reviewer.