Training / Capture Management

Capture Management

How Federal Contractors win before RFP release

Learn how to apply capture management processes to win the programs you pursue consistently. We share our 10-step process that covers major capture management activities, framed by specific case studies and typical activities.

This interactive course includes discussions, group exercises using real-world pursuits (such as a Defense Systems IDIQ task order, DHS Transportation Security Laboratory recompete, and OASIS task order*), and a recorded interview with a former government procurement officer addressing industry questions.

Capture Management Training

Win consistently with our Capture Management training.

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Training / Capture Management

What you will learn

  • Our 10-step capture management process that covers major capture activities from identifying and qualifying new opportunities through developing a value proposition with discriminating strengths in time for RFP release
  • How to conduct capture reviews and manage the entire capture process to make informed bid/no-bid decisions
  • Capture management tools and techniques that your company can apply to make better decisions and increase your win probability

Training / Capture Management

Who should attend

  • Business Development professionals
  • Capture Management professionals
  • Proposal Management teams
  • Company Executives
  • Project Managers
  • Technical professionals who support the acquisition of new business

(Eligible for 12 APMP CEUs)

Training / Capture Management

Class Price

  • 2023 Class Price $695 / 2024 Class Price $795 per student includes all training materials and handouts, and live instructor-led training. No discounts are available.

Seminar Schedule

ONLINE / Day 123 (~4 hours)

Understanding capture and setting up for success

  • Understanding the capture continuum
  • Identifying and qualifying opportunities
  • Assessing risk
  • Forming the capture team
  • Developing relationships and executing a call plan
  • Understanding customer objectives and requirements
  • Q&A

ONLINE / Day 123 (~4 hours)

Conducting critical mid-process activities

  • Assessing the competition
  • Influencing the solicitation
  • Building the team and signing teaming agreements
  • Developing your solution and positioning with the customer
  • Q&A

ONLINE / Day 123 (~4 hours)

Building on strengths for success

  • Building a value proposition with discriminating strengths and price-to-win
  • Performing capture gate reviews and conducting proposal go/no-go assessments
  • Capture management summary and proposal transition
  • Q&A

 

*For standard class exercises, attendees are given sample bidder background information and some pre-RFP information to use in practicing capture processes—qualifying, delivering a client call, and developing a win strategy. Participants are not expected to be experts in the work domains.

3 Levels of Customization for Private Trainings
The exercises or the full training materials can be tailored to your company:

  • Level 1 – Team exercise tailoring: Deals with summaries of actual company pursuits (NTE 8 hours of tailoring)
  • Level 2 – Team exercise tailoring: Involves summaries of actual company pursuits, along with relevant corporate, customer, and competition information (NTE 16 hours of tailoring)
  • Level 3 – Full training materials tailoring: Includes Level 2, and presentation materials incorporate typical company capture processes and artifacts (NTE 24–32 hours of tailoring)
Capture Management

About your Instructors

Dr. Doug Himberger teaches Strength-Based Winning for Federal Contractors

Strategist

Dr. Doug Himberger

PhD, Strength-Based Solutions®, Strategist, Process Evaluator, Capture Advisor, Color Reviewer, Orals Advisor, Instructor

READ BIO

Doug has been at the forefront of business development and proposal strategy and execution for more than 35 years. At Lohfeld Consulting, Doug serves as a bid strategist, Strength-Based Solutions® advisor, volume lead, storyboard developer, and color team lead and participant. He is also a capture management expert, both co-designing and teaching multiple Lohfeld training classes, and advises on pursuit strategy, proposal development, and review.

His capture management experience ranges from small to large awards (including DOD multi-billion-dollar indefinite delivery/indefinite quantity vehicles). He has offered strategic diagnostic experience for businesses of all sizes in pursuit of key opportunities, ranging from $100M-$1B+ in value across a wide range of Government agencies and departments. 

A technical expert as well, Doug offers clients in-depth experience on a wide range of topics. This includes technology development and transfer, research and development (R&D) processes and techniques, and Federal Government policy development and analysis (in areas including resiliency, emergency management, first response, information assurance, survivability and vulnerability, energy, environment, and security).

Prior to joining Lohfeld, he served as Partner and Vice President of Global Resilience, Security, and Defense Teams at Booz Allen, and as Senior Vice President and Director Security, Energy and Environment at NORC at the University of Chicago.

Doug received his PhD in Physics from Georgetown University and retains an active Top Secret clearance. He is a Senior Life Member of the Institute of Electrical and Electronics Engineering (IEEE), as well as Speaker for the International Association of Emergency Managers (IAEM). He is an active member of the Association of Proposal Management Professionals (APMP) and the Acoustical Society of America (ASA).

Vice President

Liz Skarlatos

Vice President, Capture Manager, Proposal Manager

Bachelor’s of Journalism, University of Missouri-Columbia

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Liz brings more than 30 years of experience to her work with Lohfeld Consulting clients. She has extensive experience in business development, capture management, Strength-Based Winning® proposal management, proposal writing, and compliance review experience.

Most recently, she served as capture manager, proposal manager, acquisition strategy advisor, and color team reviewer on single and multiple award opportunities, including IDIQs and task orders (TOs), and orals for Federal Government and Intelligence Community (IC) customers.

Before joining Lohfeld Consulting, she served at Booz Allen for 14 years as business development manager and capture manager as well as proposal management expert, primarily focused on IC customers. She grew and maintained a robust opportunity pipeline, developed and maintained key industry relationships and competitive intelligence, and developed win strategy for and managed corporate-defined Top 10 captures and proposals. She also 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, she 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.

Upcoming Classes

October

LIVE instructor-led online class

Capture Management for Federal Contractors – Oct. 22-24, 2024 LIVE ONLINE Training (4 hours per day over 3 days)

Date: October 22-24, 2024 (3-day class)
Time: 12:00-4:00 pm EST
Location: Online, LIVE, Instructor-Led

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