THE CENTECH GROUP

Capture Manager

US-VA-Falls Church
Job ID
1968

Overview

THE CENTECH GROUP, Inc. (CENTECH®) is seeking a Capture Manager. The purpose of the Capture Manager is to manage the CENTECH-approved processes to win new contracts. The individual will be expected to manage more than one pursuit at a time to drive revenue and exceed our business objectives. The person in this position is responsible for managing resources of the company together with CENTECH Business Growth and Proposal Department heads, to develop and implement the detailed capture strategy and tactics. The individual is expected to provide intellectual contribution to each bid, and perform as a business strategist. Administrative activities are secondary to these expectations. The person in this position is fully responsible for:

 

  1. High energy level with capacity to work several activities at the same time.
  2. Knows NASA procurement process and has direct personal contact to NASA civil servants leadership.
  3. Is well known and respected in NASA markets by small and large businesses alike.
  4. Can open doors with NASA clients to win contract opportunities.
  5. Has great people handling and leadership skills in a proposal preparation environment.

Responsibilities

1. Analyze RFPs/Requests for Information (RFIs) to obtain full knowledge and appreciation of all requirements. The detailed analysis will be used for: past performance gap analysis; determination of necessary technical expertise/subcontractor qualification criteria; subject matter expert (SME) author/reviewer criteria; proposal response strategy

  • Gather, assesses, and validate RFP/RFI requirements to identify those needs and constraints that will contribute to a winning solution
  • Lead and manage the process of developing the win strategy for final approval by the CEO and Senior VPs as a function of the qualification process
  • Develop a resource matrix based upon RFP and Performance Work Statement (PWS), specifically addressing technical author/reviewer requirements.

2. Conduct gap analysis of RFP requirements. Use the analysis to determine best qualified past performances

  • Determine detailed past performance requirements based on PWS
  • Manage the selection of CENTECH candidate past performances
  • Identify CENTECH’s missing PWS qualifications
  • Develop and distribute the gap analysis

3. Lead the subcontractor selection process

  • Create qualified subcontractor selection criteria based on gap analysis
  • Structure winning team qualifications based on customer knowledge, analysis of RFP/PWS performance requirements
  • Develop and implement Subcontracting Strategy Plan through gap analysis results
  • Implement the subcontracting strategy approved by senior management during the step review process from the results of the gap analysis
  • Support senior management in finalizing teaming agreements to include drafting the subcontractor Statement of Work (SOW)

4. Ensure compliance to corporate standards and documentation requirements is it relates to the opportunity qualification process, the step review procedures, development of the teaming agreements/SOWs, and proposal development

  • Develop and execute detailed Capture Strategy Plan for major opportunities within the CENTECH pipeline
  • Draft and continually update the Capture Plan
  • Proactively drive the opportunity from pursuit decision to submission of a responsive, compliant, customer-based solution that is priced to win
  • Manage effective collaboration with internal teams and external partners to maintain schedule commitments, resolve conflicts, identify risks, and sustain an efficient proposal life cycle
  • Conduct and contribute to step, pricing, teaming, and capture reviews
  • Perform corporate Business Growth processes, documenting and properly storing all required artifacts to enhance CENTECH’s growth strategy and professional culture
  • Prepare documentation in support of bid decision process, providing reviews and updates
  • Drive development of, and contribute to completion of critical bid artifacts, as required for proposal development; ensure integrity of win strategy through a supporting role in color reviews

5. Create the SME technical expertise requirements needed to write the proposal technical response based upon the detailed analysis of the RFP requirement

  • Analyze all government provided information to determine the level of detail expected in the RFP technical and management response requirements
  • Document level of expertise and experience necessary to qualify staff member as a SME structure writing assignments at sub-paragraph level based on RFP Sections L and M, and PWS requirements. Submit the SME qualifications document to senior management
  • Validate candidate SMEs against specific qualifications for the paragraph/section response by means of interview, examination or previous written assignments
  • Assign writers with clear instructions to compliance with RFP requirements, allocated length, schedule and inclusion of win themes, discriminators and added value offerings
  • Conduct weekly review of the quality of the technical and management sections during development. Make timely adjustments to ensure compliance.

6. Ensure color reviews are conducted with qualified, technical staff who are proven subject matter experts in the areas described in the PWS

  • Develop the color reviewer technical experience criteria based upon the PWS
  • Identify and/or approve all internal or external review participants
  • Oversee complete compliance with the CENTECH color review process
  • Complete a color reviewer technical experience criteria for all contributors

7. Lead the development of the proposal win strategy, emphasizing CENTECH strengths determined through the RFP analysis

  • Define win strategy criteria based upon RFP and information acquired in qualification phase
  • Lead win strategy sessions with senior management, including the development of major themes. Produce the Win Strategy Plan from strategy sessions and submit to senior management
  • Translate strategy requirements into defined actions and assignments for successful execution
  • Responsible for the quality of entire proposal content, incorporation of win themes/discriminators/added value offerings, and full adherence to win strategy
  • Track and validate strategy throughout life cycle, documenting all steps and metrics leading to a winning proposal

8. Responsible for the production of the proposal win themes, discriminators and added value offerings

  • Manage the development of win themes, discriminators and added value offerings in accordance with CENTECH processes
  • Develop and provide approved win themes, discriminators and added value offerings ocument to technical and management writers along with direction and guidance for inclusion to their sections
  • Ensure all approved win themes and win discriminators are effectively presented in the appropriate sections of the final proposal response

9.  Responsible for the development of the Staffing Strategy

  • Develop the standards for an effective and compliant staffing strategy from the RFP and PWS
  • Collaborate with qualified technical SMEs to determine optimal staffing approach
  • Develop competitive Staffing Strategy Plan and present to senior management for approval
  • Ensure that key personnel presented in the proposal exceed RFP requirements
  • Maximize CENTECH staffing posture for each opportunity

10. Proposal Pricing Responsibility:

  • In collaboration with chief financial officer (CFO), Contracts director and proposal manager, develop price-to-win goals, and provide input for competitive direct/indirect rates
  • Develop Cost Strategy Plan and ensure CFO, Contracts director and proposal manager each sign off on it
  • Review cost/price issues as well as oversee cost strategy development implementation. Bring to senior management attention, in a timely and effective manner, all concerns with the pricing section for their action
  • Certify to chief executive officer (CEO) that cost proposal is in full compliance with RFP and CENTECH costing procedures

11. Conduct Post-Award Actions:

  • Provide a full, complete and accurate report to senior management of the government’s source selection debrief
  • Be a full contributor in the post-proposal lessons learned and proposal metrics collection

 

The following list contains the list of all documents required to be completed by capture manager:

  1. Gap Analysis
  2. Resource Matrix
  3. Subcontracting Strategy Plan
  4. Subcontractor Statement of Work
  5. Capture Strategy Plan
  6. SME Qualifications Document
  7. Color Reviewer Technical Experience Criteria
  8. Color Reviewer Technical Experience Criteria
  9. Win Strategy Plan
  10. Win Themes, Discriminators and Added Value Offerings Document
  11. Staffing Strategy Plan
  12. Cost Strategy Plan

 

 

 

 

Qualifications

  • Bachelor's degree 
  • Recent five years (5) of verifiable and successful experience as a full-time professional capture manager in the federal marketplace
  • Thorough understanding of federal government business cycles, bid, and RFP processes. Federal civilian/U.S. Department of Defense (DoD)/Intelligence experience required
  • Excellent organizational, communication, writing and most importantly, interpretation skills
  • Track record of developing and maintaining various pipelines
  • Competitive work ethic to pursue new lines of business, customers and partners 

THE CENTECH GROUP, Inc. is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law. EOE M/F/Disabled/Veteran

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