Identify opportuniTY
The first step to any capture plan is identifying a potential opportunity or pursuit. Intel can come from a variety of sources:
- Existing relationships: Clients, Advisors, Engineers, Contractors
- Research
- News, Websites, Social Media, Annual Reports
- Prospecting and Networking
- Industry Events
getting started: Gather the basics
Once a potential opportunity is identified, the OPL should gather the basic information about the pursuit including Client/Owner information, project scope, delivery method, project value, pursuit dates, and project drivers. Once basic information is gathered, the capture planning process can begin by completing the Pursuit Vetting Form.
The Opportunity Vetting Form is an easy way to organize basic pursuit information and should be completed by the OPL and Marketing Lead together with Profit Center input. The form can be completed quickly and is color coded so that negative responses appear red, positive responses appear green, and neutral responses appear yellow. Revisiting this form as information is updated is a good way to determine if the project should be a go or no-go once the RFQ/RFP drops.