Capture and Business Development
Position to win before the solicitation drops: customer, competition, team and themes.
Lessons
- Name the two forms of contractor team arrangement.
- Know what the government expects you to disclose.
- Write the customer's issues in their words.
- Decide what you must learn before the RFP.
- Turn a feature into a benefit the evaluator can score.
- Prove every theme with evidence.
- Build a competitor profile from awards.
- Separate what award data shows from what it cannot show.
- Bound a likely price from past awards.
- Know what public data cannot tell you.
- Know when you may and may not talk to the agency.
- Prepare for industry days.