A Capture Manager is responsible for winning a business opportunity. As a consultant, the Capture Manager works closely with the customer to augment their business development activities and develop a win strategy; including doing stakeholder analysis, gathering competitive intelligence, and conducting a gap or SWOT analysis. The Capture Manager leads Black Hat reviews, which are competitive role-playing exercises to identify the win strategy of competitors and to fine-tune the customer’s win approach. The Capture Manager may lead Price-to-Win analysis or work with the Pricing Analyst to determine the winning price.
The Capture Manager is the lead for managing the opportunity up to RFP release, and then collaborates with the Proposal Manager who leads the formal proposal response phase. The Capture Manager often participates as a Red Team reviewer to confirm that win themes and discriminators are woven throughout.