Capture management is the bridge between business development (finding opportunities) and proposal management (writing the response). A capture manager's job is to shape the competitive environment before the solicitation drops — building customer relationships, analyzing competitors, assembling teaming partners, and developing win strategies.
In the Shipley methodology, capture management encompasses phases 3-5: Capture Planning, Proposal Planning, and the transition into Proposal Development. The capture manager owns the win strategy, competitive analysis, pricing strategy, and teaming decisions.
For small federal contractors, dedicated capture management is often the difference between a 20% and a 60% win rate. The problem is that a full-time capture manager costs $150K-$200K per year — prohibitive for most small businesses.