Capture & Proposal Capability Maturity
Companies often view captures and proposals as a necessary evil – the cost of doing business.
Firms that continually advance and improve their capture and proposal capabilities leverage these higher competencies into strategic discriminators that give them a distinct advantage over competitors.
Market focus impacts much more than market segmentation and new client development. Offsets administered through Canada’s Industrial and Technological Benefits and Value Proposition (ITB/VP) policies create increasing pressures on defence contractors to establish long-term investments and relationships. The EXA Way takes on a multifaceted strategic role that shapes program capture, supply chains, and investments.
The EXA Way provides complete cradle-to-grave capture management support.
At the early market segmentation phase, The EXA Way helps clients position their business development and capture strategies in unfamiliar markets. As the capture capability continues, EXA helps identify and qualify pursuit based on strategic, business, and win probability factors.
Leading up to the Proposal Phase
As the pursuit approaches the proposal phase, The EXA Way helps ramp up the proposal support systems you will need in time for the RFP release. We also work with the larger capture team, including the proposal manager and the proposed project manager, to help plan the upcoming proposal effort.
The EXA Way proposal leadership process is a proven approach that manages complexity along 3 dimensions:
EXA uses a proven, high-level RFP requirements management methodology that easily maps onto a requirements management tool, such asDOORS™, or just as easily onto a cluster of spreadsheets, such as Excel™. The EXA Way includes configuration and revision management of RFP documents (through amendments); proposal documents; and support documents. EXA also ensures bidirectional requirements traceability between RFP documents and proposal responses.
Strategic planning is easy.
Converting strategic plans into operational success, or strategic engagement, has proven far more problematic.
The EXA Way strengthens internal capabilities and hones market focus to maximize a client’s success long before the next Request for Proposal arrives. Through improved engagements, clients enjoy higher earnings and wider profit margins in downstream pursuits.LEARN MORE
Proposal teams grow exhausted in the last days before the RFP closing date.
EXA applies a proven proposal management process that simultaneously manages exhaustion and complexity along three dimensions:
A tiny but critical detail among the thousands of RFP requirements increases perilously as proposal teams grow exhausted in the last days before the RFP closing date. EXA applies a proven proposal management process that simultaneously manages complexity along three dimensions:
RFP Requirements. We use a proven, high-level RFP requirements management methodology that easily maps onto a requirements management tool, such as DOORS™, or just as easily onto a cluster of spreadsheets, such as Excel™, while also ensuring bidirectional traceability between RFP requirements and proposal responses.
Document Development. EXA is unique in that we spearhead the writing and reviewing portion of document development. This includes distilling complex RFP requirements into manageable units, using those units to create a detailed outline, and solidifying a work package for each author that guides them through the process. To ensure proposal readiness, we subject each document through four stages of reviews.
People. We maintain a cadre of management, technical, financial, and ITB/VP specialists who develop and support document writing, editing, and formatting. A great deal of EXA’s role is providing leadership to personnel regarding skill enhancement and coordination with other proposal writers.
From market segmentation to proposal development & planning, EXA provides the full spectrum of capture leadership services.
EXA delivers proven capture leadership in opportunity qualification, pursuit planning and costing, gate reviews, win strategy, black hat analysis, early solution development, corporate teaming, capture team formation, client intelligence, client meetings, and industry meetings. We can provide complete cradle-to-grave capture management support, or deliver any portions of capture management support along the full spectrum, as the client chooses.
EXA helps clients position their business development and capture strategies in unfamiliar markets and aids in identifying pursuit targets using strategic, business, and win probability factors. We support the capture planning for that opportunity, including timelines, resources, budgets, and win strategies and lead gate review preparation and black hat teams. Working hands on with your executives, proposal manager, and proposed project manager, we will support your team structure and solidify team decisions.