Developing a Winning Capture Strategy and Avoiding Legal Pitfalls

Successful contractors know that a capture strategy is key to winning government proposals even before a solicitation is issued. Capture is pre-proposal preparation that encapsulates customer engagement, intelligence gathering, strategy development, competitive analysis, teaming, and solution development. Many companies skip capture outright, or struggle with what it really means in a practical sense. For example, the most important step in capture is engaging the customer. There are four steps in working with the government customer that a bidder has to implement to be successful.

While implementing capture strategies, firms must be mindful about the legal pitfalls that could impede their ability to successfully pursue the work. There are procurement integrity and ethics rules that should be taken into account as the capture strategy evolves.  There are also organizational conflicts of interest, post-employment restrictions and non-compete agreements that could alter a firm’s strategy.

During this seminar, participants will learn how to implement different capture strategies that involve customer engagement, while also mitigating the attendant legal risk