Capture Planning Process Flashcards
7 cards from real CMP practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Capture Planning Process flashcards as text
What is the primary purpose of a capture plan in business development?
Answer: To provide a roadmap for winning a specific opportunity through structured activities and resources
A capture plan is a living document that outlines the strategy, actions, and resources required to win a specific opportunity.
Which phase of the capture management process involves qualifying whether an opportunity is worth pursuing?
Answer: Opportunity identification and qualification
Opportunity identification and qualification is the early phase where potential opportunities are assessed against criteria such as fit, competition, and win probability before committing resources.
What is a 'win theme' in the context of capture planning?
Answer: A compelling, customer-focused message that differentiates the offeror and addresses the customer's critical needs
Win themes are concise, customer-focused statements that highlight discriminators and directly address what the customer values most.
At what point in the capture process is a formal bid/no-bid decision typically made?
Answer: At defined gate reviews, usually when a solicitation is released or shortly before
Bid/no-bid decisions are made at structured gate reviews, often coinciding with RFP release, to allocate resources only to opportunities with acceptable win probability.
What does a 'Black Hat' review accomplish in capture planning?
Answer: It simulates how competitors would likely bid and what strategies they would use
A Black Hat review involves team members role-playing as competitors to identify likely competitor strategies, pricing approaches, and strengths so countermeasures can be developed.
Which document most commonly serves as the foundation and trigger for developing a capture plan?
Answer: The customer's identified or anticipated solicitation or requirement
The customer's known or anticipated solicitation or requirement defines the scope, evaluation criteria, and schedule that drives all capture planning activities.
What is the purpose of establishing 'hot buttons' for a customer during capture planning?
Answer: To identify the customer's most critical priorities and areas of concern so the solution can be tailored accordingly
Understanding a customer's hot buttons allows the capture team to align the solution, win themes, and proposal emphasis to what the customer values most.