Main Responsibilities and Required Skills for a Capture Manager
A Capture Manager is a professional who plays a critical role in the business development process of an organization. They are responsible for identifying and pursuing new business opportunities, primarily in the form of contracts or projects. The role requires a combination of strategic thinking, sales expertise, and project management skills to successfully secure new business and drive organizational growth. In this blog post, we describe the primary responsibilities and the most in-demand hard and soft skills for Capture Managers.
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Main Responsibilities of a Capture Manager
The following list describes the typical responsibilities of a Capture Manager:
Analyze
Analyze and evaluate Request for Proposal (RFP) documents.
Appoint
Appoint, supervise, and collaborate strategies with partners / team members.
Assist in
Assist in maintaining response quality, schedule, and customer focus.
Build
Build and maintain relationships with new and existing customers, partners, and suppliers.
Build and maintain strong, long-lasting customer relationships.
Capture
Capture Manager, responsible for ensuring that the strategy is incorporated into the proposal.
Capture Strategy and Management.
Collaborate with
Collaborate with proposal writers and graphic designers to create compelling content.
Collaborate with stakeholders to develop capture strategies and win themes.
Collaborate with subject matter experts to develop technical solutions and pricing strategies.
Communicate with
Communicate with customers and team about progress and results delivery.
Conduct
Conduct capture reviews to assess progress and make necessary adjustments.
Conduct competitive analyses to assess the strengths and weaknesses of competitors.
Conduct competitive analysis.
Conduct lessons learned sessions to improve capture processes and strategies.
Conduct market research to identify potential customers and competitors.
Conduct risk assessments and develop risk mitigation strategies.
Conduct tracking and reporting of opportunity status and conversion rate.
Consult
Consult with customers on best practices for Reality Capture.
Coordinate
Coordinate and critiques rehearsals and presentations.
Coordinate and lead capture team meetings and brainstorming sessions.
Coordinate and participate in contract debriefings to gather feedback.
Coordinate and participate in oral presentations and client meetings.
Create
Create and lead capture plans for designated pursuits, in coordination with growth team colleagues.
Create and manage the capture plan, including resource allocation and timelines.
Create a pricing strategy.
Create the detailed plan for the proposal development.
Determine
Determine the potential customer needs to fulfill the requirements of the opportunity.
Develop
Develop and deliver compelling presentations and proposals to potential clients.
Develop and maintain a capture budget.
Develop and maintain a network of industry contacts and potential customers.
Develop and maintain relationships with key customers, partners, and stakeholders.
Develop and / or support presentation strategy, support materials and visuals.
Develop a trusted advisor relationship with key customer stakeholders and executive sponsors.
Develop capture strategies that align with target agencies.
Develop capture strategy including business solutions for pursuit of opportunities.
Develop innovative proposals and delivers strategic executive presentations.
Develop innovative proposals and deliver strategic executive presentations.
Develop lasting relationships with client personnel that foster client ties.
Develop partner relationships that support the capture strategy for target agencies.
Develop relationships with key buyers and decision - makers at new and / or existing clients.
Develop relationships with key buyers and decision- makers at new and / or existing clients.
Develop value propositions, discriminators and differentiators.
Drive
Drive strategy development.
Ensure
Ensure a thorough understanding of competitive positioning and price-to-win.
Ensure compliance with all proposal requirements and submission deadlines.
Ensure smooth transitions throughout including post-award activities.
Ensure that all capture activities align with the organization's strategic objectives.
Establish
Establish and maintain relationships with prospective customers.
Establish any infrastructures, processes, and plans necessary.
Establish Reality Capture and Analysis goals and objectives and develop workflows, best practices.
Establish Teaming Agreements in support of new business opportunities.
Evaluate
Evaluate industry competitors for strengths and weaknesses in order to maximize Probability of Win.
Execute
Execute call plans that support capture priorities.
Forecast
Forecast and track key account metrics.
Foster
Foster a culture of teamwork, collaboration, and accountability within the capture team.
Gather
Gather intelligence on Customer needs and develop potential solutions / offerings.
Generate
Generate a baseline and program plan.
Handle
Handle classified national security materials and attend classified meetings as needed.
Help
Help accomplish great things.
Identify
Identify and evaluate potential teaming partners or subcontractors.
Identify and manage resources required to pursue a capture.
Identify and obtain required business intelligence for pursuit opportunities.
Identify and qualifies new business opportunities.
Identify differentiators and win themes.
Identify, document, and manage the internal and external capture project efforts.
Identify, grow, and collaborate with organization to ensure growth attainment.
Identify opportunities for improvement and makes constructive suggestions for change.
Identify partnering opportunities.
Interface
Interface with the customer, and oversee win, team, price, and proposal strategies.
Lead
Lead and coordinate responses to RFPs, RFQs, and RFIs.
Lead complex pursuit and capture teams, developing win themes and strategy as a team.
Lead executive reviews working with Microsoft Corporate, Country and Public Sector leaders.
Lead opportunities from qualification to deal close.
Lead pre-positioning activities (although not client-facing).
Lead proposals efforts and coordinate between all proposal team members.
Lead storyboarding, working with the Proposal Manager.
Lead the capture effort for new business opportunities.
Leverage
Leverage all CAE assets in a coordinated plan to win business.
Leverage all CAE assets in a coordinated plan to win new business.
Maintain
Maintain an opportunity pipeline of over $1B..
Maintain a strong understanding of the organization's capabilities and offerings.
Make
Make actionable and insightful recommendations for new products, extensions, or enhancements.
Manage
Manage a capture team that develops solution, bid / win, pricing, teaming, and proposal strategies.
Manage highest level relationships in opportunity target organisations and CAE executive engagements.
Manage highest-level relationships in opportunity target organizations and CAE executive engagements.
Manage key OEM / partners to a successful CAE relationship and outcomes.
Manage pipeline and provides reporting on opportunity progress.
Manage pursuit budgets, in conjunction with the assigned capture manager.
Manage pursuit strategy for capturing competitive new business and re-capturing existing business.
Manage the opportunity from sales pursuit to close using deep sales process and offering expertise.
Manage the process of innovative change effectively.
Manage the transition from capture to contract execution.
Maximize
Maximize current IDIQ contract vehicles to earn work via task orders.
Mentor
Mentor and train junior capture team members.
Mentor less-experienced capture managers in effective capture management approaches and techniques.
Monitor
Monitor and report on key metrics, such as win rates and pipeline growth.
Monitor and track action items identified in the Capture Plan.
Negotiate
Negotiate contracts and terms with clients and subcontractors.
Perform
Perform management function of employee resources as needed.
Perform such other duties as the supervisor may from time to time deem necessary.
Prepare
Prepare and present opportunities to the Gate Review Board for formal pursuit approval.
Prepare assessment and lead capture level of engagement process.
Prepare
Prepare the pursuit budget and drives the process to meet the budget.
Protect
Protect and grow the business.
Provide
Provide capture, business development and related advice to management and the proposal teams.
Provide executive / management and engineering disciplines with visibility into key captures.
Provide executive / management and engineering disciplines with visibility into key opportunities.
Provide regular updates to senior management on the status of capture efforts.
Register
Register and align scans to customer BIMs using CloudCompare.
Remain
Remain on the forefront of emerging industry practices.
Shape
Shape client and market perspectives regarding CAE capability successfully.
Shape opportunities to increase win probability.
Share
Share notes with capture team and directs footage to align to the needs.
Stay abreast of
Stay abreast of government regulations and procurement processes.
Stay updated on industry trends and changes in the competitive landscape.
Stay up-to-date on Reality Capture best practices, trends and latest technology.
Support
Support additional business acquisition initiatives (e.g., RFx activities) as appropriate.
Support and participates in the Proposal Development process.
Support financial management of your contracts and potentially other contracts across the company.
Support proposal development and work closely with proposal teams, as required.
Support solution development through technical, schedule, contractual and cost risk analysis.
Support the development and positioning of CAE capabilities to win within the APAC D&S market.
Take
Take breaks to get coffee, go for a walk, read, meditate, or just relax.
Teach
Teach and Mentor team members on Reality Capture techniques, industry trends, best practices, etc..
Travel
Travel as required, based on negotiated work location.
Trusted
Trusted relationships with business owners of major HHS and CMS programs.
Understand
Understand and assess the customer's issues, needs, and program requirements.
Update
Update dailies to capture review tool for partners to provide notes on shot direction.
Validate
Validate automated scan analysis results.
Work with
Work in tandem with growth account teams to qualify & capture new contract opportunities.
Work with Estimators to ensure proposal price is competitive.
Work with franchise creative leads to build shot lists based off creative vision.
Work with the Proposal Development team to ensure compliance with solicitation requirements.
Most In-demand Hard Skills
The following list describes the most required technical skills of a Capture Manager:
Business development and sales expertise.
Project management skills.
Strategic planning and analysis.
Competitive intelligence and market research.
Financial acumen and budgeting.
Contract negotiation and management.
Proposal development and writing.
Technical understanding of the organization's offerings.
Knowledge of government procurement processes.
Data analysis and interpretation.
Presentation and public speaking skills.
Proficiency in Microsoft Office suite.
Customer relationship management (CRM) tools.
Collaboration and teamwork software.
Knowledge of industry-specific regulations and compliance.
Pricing strategy and cost modeling.
Risk management and mitigation.
Quality assurance and compliance.
Understanding of project lifecycle and milestones.
Knowledge of relevant industry standards and certifications.
Most In-demand Soft Skills
The following list describes the most required soft skills of a Capture Manager:
Excellent communication and interpersonal skills.
Strong leadership and team management abilities.
Strategic and critical thinking.
Relationship building and networking.
Problem-solving and decision-making.
Adaptability and flexibility.
Time management and organizational skills.
Attention to detail and accuracy.
Emotional intelligence and empathy.
Collaboration and cross-functional teamwork.
Conclusion
Being a successful Capture Manager requires a combination of technical and soft skills. While technical skills enable them to navigate the business development process, soft skills are essential for effective leadership, relationship building, problem-solving, and decision-making. By leveraging their expertise and mastering these skills, Capture Managers can drive growth, secure new business opportunities, and contribute to the overall success of their organization.
