Highlighting Steve Kaplan, Capture Manager

Q: Let’s set the stage – what does “capture management” entail?

A: In general, capture management is a team using a disciplined approach to qualify business opportunities aligned to company growth plans and developing a strategy to secure winning bids.

In capture, you must be willing to take quantified and qualified risks, offer cost-value trade off, have some technical skills, sell both to internal and external stakeholders, have a handle on pricing, contracts, and be able to negotiate terms to win.

A key trait of a capture team member, that shouldn’t be overlooked, is being able to anticipate details to secure a winning bid and to have a level of authority to make decisions without being second guessed.

Q: What is Presidio Federal’s general approach to the capture process?

A: We have built our capture process approach with a focus on being streamlined and data-driven – we pride ourselves on ensuring we are providing measurable ways to align with the critical needs of our federal customers.

By providing transparency and traceability, we connect the dots between various resources including sales, BD, proposals, and contracts to ensure our team comes together collaboratively in support of driving business. Ultimately, the capture teams’ goal is to make the entire company perform better by raising the bar for everyone who touches capture.

Q: How are we different from others with our capture process?

A: We are unique by ensuring there is a consistent and measurable process – a process that is done the same way every time – while ensuring that we stay customer centric and make sure the result is providing the solutions our customers truly needed.

Many times, the problem the customer is looking to solve isn’t crystal clear and written out in an RFP – so we pride ourselves on taking the time to dive deeper and ensure we are accurately serving our customers’ needs first and foremost – in the present and in the future to ensure mission success.

We always keep three things in mind as we develop the pathway forward for each customer:

• Where the customer has been
• Where the customer is currently
• Where the customer needs to be

Q: Can you describe Presidio Federal’s strategic approach to what we are capturing?

A: Above all else, we want to ensure our customers are heard and set up for success – it’s important that we make qualified assessments to ensure we deliver the best solutions to meet those needs. If we aren’t meeting our customer’s needs – the little checkmarks and the big checkmarks – we aren’t doing our job as a strategic partner.

We promise to roll up our sleeves and work alongside our customers to evaluate, advocate, solve, and design the specific solutions that provide an informed decision!