Why Capture Management Matters
Capture management is a process that involves identifying and pursuing new business opportunities. It requires a deep understanding of the federal market, the needs of government agencies, and the competition. By effectively managing the capture process, GovCon companies can:
- Increase their win rate
- Improve their proposal quality
- Strengthen their relationships with government customers
- Expand their market share
What We Can Help You With
Our capture management services are designed to help GovCon companies win new business and achieve their growth objectives. We offer a range of services to support our clients throughout the capture process, including:
- Opportunity Assessment and Qualification
- Proposal Planning and Development
- Competitive Analysis
- Proposal Team Management
- Post-Submission Support
Opportunity Assessment and Qualification
- Conduct market research to identify new business opportunities
- Analyze government agencies’ budgets and priorities
- Assess the probability of win for each opportunity
Proposal Planning and Development
- Develop win themes and value propositions
- Develop proposal outlines and compliance matrices
- Write and edit proposal sections
- Coordinate proposal reviews and approvals
Attending industry events and trade shows is a great way to network and develop new business relationships in GovCon. CFR & Associates can assist in:
- Identifying relevant events and trade shows
- Developing and executing event marketing strategies
- Representing clients at events and trade shows to maximize visibility and exposure
An essential part of the sales process
In government contracting Capture Management is the most important part of the sales process. Business Development and proposal planning are often included in the Capture Management process. While business development focuses on finding leads and business opportunities to bid on, the capture management process starts its journey earlier, even before a Request For Proposal (RFP) is announced. It is a strategic endeavor, focused on building relationships, sourcing the right resources, conducting thorough research, and assembling teams that are optimized to collaborate and deliver on government projects.
Crafting a capture plan is akin to fine-tuning your focus. It enables you to home in on projects that align perfectly with your team’s strengths and capabilities. This selective approach isn’t about casting a wider net; it’s about casting a smarter one. By doing so, you filter out less suitable projects, enhancing the likelihood of winning bids that are a perfect match for your team’s expertise. An effective capture plan will also build a solid foundation for the proposal plan.
Building Winning Teams
Government contracts exceeding a certain amount must include a small business subcontracting plan. That means large prime contractors are required to subcontract work to smaller contractors; particularly, those that are certified as disadvantaged businesses.
Within Capture Management is the process by which a firm like ours works directly with the estimating teams and/or project manager to identify and vet prospective sub-consultants or sub-contractors. The hardest part of the work is the exact area where most large businesses need the help identifying the prospective firms within each scope. CFR excels at the identification part particularly as it relates to Small Business, Disabled Veteran Business, Woman Owned Business, Disadvantaged Business, and other diverse and small business certified firms.
Meeting Diversity Goals
We specialize in helping large “Prime” contractors who have the difficult process of completing their large, small and diverse goals on major projects. Due to a complex political landscape, prime contractors are struggling with the escalating intricacies of achieving minority participation goals.
The evolving scenario necessitates a strategic approach to navigate the challenges posed by the pursuit of compliance in an environment where the consequences for non-compliance are increasingly severe.
As highlighted on the Cohn Reznick website:
In recent years, many construction contractors have faced significant fines for non-compliance with minority participation goals contained within their construction contracts. Recently, several major contractors settled non-compliance cases for total payments in excess of $100 million to avoid debarment and criminal prosecution. Clearly, the Offices of Inspector General at various public agencies are sending a message: non-compliance will not be tolerated and these cases will be investigated and prosecuted to the fullest extent of the law.
However, in today’s political environment, prime contractors must deal with the ever-increasing complexities of complying with the minority participation goals, and many construction industry professionals are questioning whether these goals are truly obtainable and what can be done to improve compliance.
Even if your team chooses to hire a person to ensure compliance in meeting these goals, the learning curve and experience factors are critical to success. Therefore, many primes choose CFR to capture, vet, orient, train, coach, and mediate/mitigate contract compliance if necessary.
We have a successful track record in supporting Public, Private, Partnerships (P3’s) as they face goals of over 30% Small Business, Local Small Business, and DVBE participation on multi-billion-dollar projects. Choosing CFR exclusively for its innate and intrinsic ability to capture DVBE’s and other small businesses.
What We Do…
At the heart of our services is a commitment to assisting large prime contractors in achieving their subcontracting plans. This dedication is manifested through a series of steps and processes, tailored to meet the unique needs of each project:
- Creating successful subcontracting plans: We specialize in helping large prime contractors achieve their subcontracting goals, ensuring each plan aligns with the larger project objectives.
- Selecting the Right Firms: Our proven process identifies firms capable of executing the project’s scope of work effectively, ensuring value addition to the project.
- Collaborative Teamwork: We work closely with prime contractors’ estimating teams and project managers to ensure seamless execution of subcontracting plans.
- Outreach: We support and/or create outreach processes and events.
- Vetting: We complete a thorough vetting of each contractor submitted for the project to ensure quality and compliance.
- Coaching and Mitigation Services: Post-contract award, we provide coaching to small and diverse contractors, ensuring their success and effective contribution to the project.
CFR & Associates was selected to assist our bidding team with business outreach and to conduct a relevant vetting process to create a resource of contract-ready firms eager to receive bid packages. William and his staff were enthusiastic, thorough and professional working with multiple team members at the same time in high pressure situations and provided valuable time-sensitive information for the bid process. CFR & Associates was a good strategic partner and we look forward to working with William again in the future.”-Rebecca A Manning – Kiewit Infrastructure West Co.-
One of the most important things to do in the vetting process, is to immediately confirm a firm’s certification referencing agency, expiration dates, certifications and the appropriate NAICS codes. Another very important part to this process, is to confirm their status as an entity and what type of entity they are. However, this is only the initial vetting to identifying firms that either still need to get certified or renew their certifications. Additional vetting would include confirming status of insurance, bonding, EMR Ratings (for construction projects), union/non-union, licenses, and other relevant information to the job.
Managing Various Compliance Requirements
After winning a contract, prime contractors must continue to ensure compliance with participation requirements. Agencies at state and city levels may adopt different requirements than federal programs, leading to a varied landscape of compliance requirements.
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