FedSavvy Logo 2019 RGB
  • Home
  • Why Us
    • Founder’s Philosophy
    • About the Founder
    • About The Team
  • Services
    • Strategic Planning and Market Intelligence
    • Rapid CI™
    • Stand-Up Your Market and Competitive Intelligence Function
    • Capture Support and Competitive Intelligence
    • Black Hat Review Sessions
  • Blog
  • Shop
  • Contact Us
Product was added to your cart

Cart

Dispelling Dangerous Assumptions: The Capture Lead Is Not Always From Your Business Development Staff

April 16, 2015Admin@fedsavvyFedsavvy StrategiesNo Comments

We routinely work with small business clients to assess and assist how they do capture. Very often, we discuss the topic of capture teams and roles. Inevitably, the question comes up as…

What factors determine who is the Capture Lead? Isn’t it always one of your resident business developers?

No!

Business development professionals tend to assume the mantle of Capture Lead. That person might have conceived the overall capture strategy and they may very well be the appropriate quarterback. The right athlete for a role, however, is not always based on “their day job.” Rather, this is where a healthy internal debate should happen. Who is the best athlete for the match-up?

Consider the following points when you designate a Capture Lead:

  • Who has the best overall understanding of the customer’s needs? Isn’t that what we’re trying to dissect and address? Those needs are driving everything in an opportunity.
  • Who has the aptitude to be true to the capture strategy? We’ve all worked with absolutely brilliant people who live and breathe their subject-matter but who weren’t suited for the team leadership position. You can’t afford to invest your entire capture in someone who will get lost in the minutia of technical details. To avoid losing the forest for the trees (as well as the contract opportunity), you need a Capture Lead who can remain focused on the customer’s needs.
  • Who has the humility to ask for help when they need it? Whether it’s pride, arrogance or simply a hesitancy or lack of cognizance of when extra resources and assistance are required…these personal pitfalls must be avoided by a Capture Lead. Smart leaders know when they need help and they’re never afraid to ask.

That’s an interesting list, eh? Unlike the typical method of choosing a capture lead (e.g., warm body, BD staff, once worked at the customer), these questions look incredibly like the standard traits of a good leader. That core competency, often forgotten, is especially important for the Capture Lead.

Check out other FedSavvy Strategies Blog posts for other federal business development content. Check out the FedSavvy Strategies Shop for some material that is ready to go. Above all considerations, feel free to contact us with any questions.

Good luck and good hunting!

© FedSavvy Strategies and FedSavvy Strategies blog, 2012-2018. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to FedSavvy Strategies and FedSavvy Strategies blog with appropriate and specific direction to the original content.

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

Recent Posts

  • Competitor highlights: NTT DATA
  • Mind Mapping and Its Use in Competitive Intelligence
  • Competitor highlights: ManTech…the update!
  • Identifying and solving fundamental problems in Competitive Intelligence
  • Major wins and losses in GOVCON

Tags

AT&T black hat Booz Allen Hamilton business development process capture CIO-SP3 competitive analysis competitive intelligence competitiveintelligence competitor federal contracting govcon ManTech market analysis market intelligence mindmapping Opportunity opportunity to watch Peraton strategy top govcon top govcon competitors USAID

Quick Menu

  • Home
  • Why Us
  • Services
  • Blog
  • Contact Us

Quick Links

  • Home
  • Why Us
  • Services
  • Blog
  • Contact Us

Contact Us

1751 Pinnacle Drive, Suite 600
McLean, Virginia 22102
Contact Us

© FedSavvy Strategies 2012-2019. Unauthorized use and/or duplication of this material without express and written permission from FedSavvy Strategies is strictly prohibited.
Designed by DOTLINE