End-to-end capture flow from early shaping through bid, award, deployment, and follow-on growth.
1. Market Sensing
- Goal: Identify programmes, capability gaps, policy shifts, and buyer demand signals early.
- Outputs: target account list, priority mission themes, market hypotheses.
2. Opportunity Qualification
- Goal: Decide if the opportunity is real, shapeable, and worth capture investment.
- Modules: TAS, capture assessment, bid/no-bid, champion, capability-gap builder.
3. Pre-RFP Shaping
- Goal: Influence requirements, route to market, evaluation criteria, and buyer expectations.
- Modules: APMP capture, Shipley capture, Blue Sheet, stakeholder map, competitor trap.
4. Partner and Route Strategy
- Goal: Decide direct versus prime-led pursuit, framework path, delivery partners, and sovereign execution model.
- Outputs: teaming plan, partner asks, procurement route, risk ownership.
5. Pursuit Governance
- Goal: Hold disciplined reviews on win themes, evidence, gaps, and resource deployment.
- Modules: reverse timeline, capture plan, close plan, Shipley/APMP review structure.
6. Proposal and Bid Execution
- Goal: Convert capture advantage into a compliant, persuasive, and well-evidenced bid.
- Outputs: proposal story, discriminator proof, risk mitigation, pricing logic.
7. Negotiation and Award
- Goal: Navigate paper process, approvals, commercial terms, and final evaluation and award decision.
- Outputs: negotiated position, award readiness, transition plan.
8. Deployment and Expansion
- Goal: Embed the capability operationally, prove value, and create the next expansion path.
- Modules: account growth planner, deployment adoption thinking, partner delivery rhythm.