Opportunity Capture

Disciplined opportunity capture for long-term, high-value contracts and task orders increases win probabilities and lowers the risk profile for post-award project execution.
For these opportunities, if you haven’t engaged the customer and measured the playing field before solicitation release, you’re probably too late.

Suss Consulting experts have decades of program and technical experience from the upper echelons of federal defense and civilian agencies. We help our clients understand and capitalize on customer operational environments, technical baselines, program

objectives, and acquisition strategies. We work with clients on:

Opportunity Assessment and Planning. Every contract opportunity comes with a unique set of organizational and technical challenges, and a thorough understanding of the customer and the requirement are critical to executive engagement and solution planning. We help clients map the organization; understand program challenges; define technical specifications; and prepare and staff capture plans.

Call Planning and Execution. While never an explicit entry criteria or proposal evaluation criteria, building prospect relationships and mindshare are critical to successful competitive positioning. We help clients identify decision makers and influencers; document hot buttons and pain points; prepare customer briefings; and develop, execute, and follow up on organizational call plans.

Solution Development and Review. Most large procurements are highly technical and highly complex, so detailed, but easy to understand, technical and management solutions are critical to customer education and proposal evaluation. We help clients analyze technical requirements; prepare alternate solutions; identify teaming partners; examine pros, cons, and risks; and lead color team reviews.

Cost Analysis and Price-to-Win. Although early-phase capture activities often produce unclear technical specs on which to build price models, a clear understanding
of price scope and complexity drives winning solutions. We help clients identify historic program spend data; analyze prices on similar deals; delineate demand and cost drivers; compile available price points; develop working cost/price models; and prepare price-to-win analyses.