Capture plan preparation

A Capture Plan should be required for any bid over a certain dollar threshold in total revenue value.

The capture manager is responsible for preparing the plan; the BD lead and proposal manager are responsible for preparing certain sections (see figure for an example).

Here is a sample outline:


BD = BD lead   CM = capture manager   PM = proposal manager

GOVPROP Sample Capture Plan Template (PowerPoint slides)

The Capture Plan is important because it:

  • Focuses thinking
  • Provides discipline
  • Surfaces action items
  • Raises win probability
  • Provides a framework for capture planning discussions

– Mike Lisagor