How many frustrating capture efforts have you watched fail because the functional roles of those assigned to the proposal were neither defined nor embraced? Such disarray is debilitating and avoidable.
Every capture effort requires a well-defined team to be successful. While the participants may vary from task-to-task or stage-to-stage over the life of the capture effort, we have three core champions in the capture team: the capture lead, the operations lead, and the proposal lead. These champions are the guiding force that ensures that the capture effort runs smoothly from start to finish.
- Capture Lead – This is a champion who acts as the team’s quarterback. This person guides the overall strategy and management of the capture effort.
- Operations Lead – Typically, this is the person on the capture team who has the best overall understanding of the technical issues of the opportunity being pursued. The Operations Lead is generally responsible for the development of the solution to meet the prospective customer’s needs.
- Proposal Lead – This person is responsible for the day-to-day management and execution of the proposal that will be submitted to win the contract.
Who are these people and how are they selected from one’s staff? They may be defined by their day jobs, i.e, business development for the customer in question. The right person for a role, however, is not always identified by the title on their business card. There are leadership requirements in addition to the fundamental skills needed to carry out their role. Further, a particular pursuit may even require formal training in order to gain the foundation to perform.
If you identify the right athlete for the match-up, then you’ll put yourself in a position to succeed.
Good luck and good hunting!
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