A well-considered large pursuit capture strategy should initially be drafted years in advance of a formal release of the Request for Proposals (RFP).

This may seem like motherhood, but we rarely see well developed, long term, mature capture strategies, even in corporations with sophisticated bid and capture processes. More often we see some combination of last minute decisions, very poor competitive intel, simplistic pricing, late teaming, unnecessary additional program costs, and risk.

Why?  Most likely because humans generally hold off, fear mistakes, want more certainty, like to deal in “the now” and underestimate their competition. Our articles on human biases here and here explore this issue. Continue reading →