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