Capture Management – What to Ask? Part – 1

During every capture, the Capture Manager must find out specific information from the same sources. Over the two-year capture process, you will generally ask the same 100 questions for every potential contract.

This blog post, the first in a series of three, will break down the six questions you want to ask the government agency responsible for the contract. Your first two questions will be as follows:

1. WHAT CONTRACT VEHICLE WILL THIS COME OUT UNDER?

You need to be able to help the agency representative understand which vehicle works best for them (of course, guide them to select ones that you are on) based on the type of work being requested and to use the best competition (of course, you should list the competition that you generally beat).

2. IS THIS A SMALL BUSINESS SET-ASIDE? WHAT CATEGORIES?

If this is a small business set-aside, you’ll need to ensure your company meets the requirements and adjust your competitors list to compensate. If you are a small company, then recommend the best categories that match your company. If you are a large company, shape the deal and try to get it changed to large Full and Open.

Check back here later this month for Part 2 of this series, where we’ll take a look at the next two questions you should be focusing on.

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