Capture Management

Praxxs provides practical, experience-based, comprehensive capture management services. We work with our clients to market their services to agencies, including aligning our clients’ solutions, capabilities, and their technical products and services with current and future agency needs.

A key success factor is assisting our clients to understand thoroughly what the agency want as well as what the agency needs – which are not always aligned. To do so, we work with agency staff to identify and define what the agency really wants and needs. Our pre-solicitation activities include identifying agency opportunities through government, commercial, and agency sources, including industry days, technology forums, agency-sponsored outreach events, and industry marketing events. To help the agency become familiar with our clients’ interests and abilities, we work with our clients to prepare brief and focused presentations and white papers highlighting their capabilities and solutions. Our goal is to shape constantly the solicitation in the most favorable manner for our clients.

A successful capture constantly evaluates multiple dynamics for the opportunity, including:

• The end customer’s needs and wants
• The competitive landscape
• Our client’s team’s capabilities (strengths and gaps)
• Pricing, ranging from best value to least cost

To prepare our client properly, we use techniques such as opportunity assessments, black hat strategies, draft RFP review, competitive assessments, readiness and gate reviews, teaming partner strategies, price-to-win, and win strategy, win theme, and differentiator development. Capture activities include:

• Leveraging our business development and capture relationships that span the Beltway’s Tier 1 Competitors
• Preparing the runway for single and multiple opportunities
• Defining accurate capture deliverables
• Planning the capture using resource loaded scheduling
• Selecting and sequencing capture and proposal leadership resources
• Identifying the bid team’s past experience, including gaps
• Determining the strategic fit of the opportunity with our client’s objectives
• Conducting a SWOT C2 analysis (customer and competition)
• Analyzing the bid team’s core capabilities and competencies, including gaps
• Performing pre-solicitation preparation and positioning
Finally, we fully subscribe to the old adage that companies win opportunities in capture and lose them in proposal. Consequently, we place great emphasis on properly transitioning capture activities to the proposal process.