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:

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• 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.

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• 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.

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• 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.

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• 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.