3. What are the basic roles in the Capture Process?
Farmer
Fisher
Hunter
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4. The Farmer – Capture Roles?
The Farmer
• Builds Relationships
• Plans for contingencies
• Expect “fruit” from the labor
12-18 months process
• Organic approach
• Seeks fertile sectors but relies also on strong teaming
partners weighing heavily in the strategy
Risk:
• Market changes or Inaccurate forecasting
• May be overcome by other events (OBE) (e.g., election , war,
acquisition)
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5. The Farmer – Tools of the Trade?
The Farming Tools
• Live Meetings – Planting Seeds
Industry Days & Tradeshows
Arranged meetings with incumbent
or the potential organization
Workgroup or Community of Interest
participation – (e.g., CIOSP-3 CAGS, ONC,
• Research & Resource
Government spending projections & historical data
www.itdashboard.gov
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6. The Fisher – Capture Roles?
The Fisher
• Builds Relationships
• Partnerships traditionally
• require bait” (i.e., opportunity)
6-12 months process more near term
• “Assertive” organic approach to increase the PWIN
• Seeks fertile sectors “ fishing areas” but relies also on
teaming partners with opportunities in the “pipeline”
Risk:
• Market changes or Partnership “FIT”
• May be overcome by unforeseen storms other events (OBE) --- (e.g.,
shutdown , technology changes , leadership changes, acquisition)
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7. The Fisher – Tools of the Trade?
The Fishing Tools
• Live Meetings – EventsOps
Expansion with existing Clients
Explore “Ramp On” opportunities
Fishing Contest to demonstrate
“best athlete capabilities – “Hackathons” to solve known client
issues
Investigate and crosswalk upcoming re-competes against
capabilities and partnerships with the best PWIN value
• Research & Resource
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8. The Hunter – Capture Roles?
The Hunter
• Targets ops thru Relationships
• PWIN less of factor initially
• Require call to action (i.e., 0-6
month process more aggressive near term)
• “Assertive” organic or inorganic approach to increase
the PWIN and revenue base
• Seeks best “hunting areas” to assess ops, partners,
and competitors based on near term market
conditions typically
Risk:
• Inaccurate Intel
• Resource utilization
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9. The Hunter – Tools of the Trade?
The Hunting Tools
• Live Meetings – EventsOps
Intel through more channels to
gather the latest info (e.g., cold call,
schedule client meeting, GAO reports)
Explore vehicle opportunities as they
arise
Assess market for weakest and strongest competition to
determine best inorganic or organic approach
Investigate and crosswalk upcoming re-competes against
capabilities and partnerships based on revenue potential
• Research & Resource – Internal Team execution typically
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10. The Conclusion – Overarching BD Strategy
All roles and tools are required at various stages to secure
revenue and establish an effective team
The same approach can be applied to establish
Teaming philosophies
Relationship building is still the driving force
Leverage Technology and Metrics
Tell a Compelling Story
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12. Teaming
Approaches
1. Identify partners based on client/ops strength (e.g.,
identify an incumbent)
2. Identify partners based on vehicle strength (e.g., identify
strong CIOSP-3 partner)
3. Identify partners based on fortifying solution
capabilities (e.g., identify another strong cyber partner to raise the
PWIN/Brand)
4. Identify partners to strengthen deficiencies (e.g., identify
a network infrastructure partner to complement development services)
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