Blog · Tag
capture.
9 posts in this archive.
The capture-lead role, reconsidered
The shape of the capture-lead role we started with, the shape it became, and why the difference matters for anyone hiring into the role in 2026.
The capture-to-proposal handoff checklist
Seven fields the capture team has to deliver before the proposal team starts writing. Why most handoffs fail on three of them, and how to enforce the handoff as a gate rather than a courtesy.
The minimum viable capture plan
Four questions, one table. Why most capture plans collapse under their own weight, and the stripped-down version small and mid-size teams actually use.
SME collaboration, Part 3 of 4: the 20-minute capture call
The synchronous meeting that saves four days of draft revision when the question is genuinely complex. The agenda template, the recording-and-transcript discipline, and what gets routed to a capture call vs. an async ticket.
The Friday-afternoon submit is a code smell
When proposal teams routinely submit at 4pm on Fridays, the late-week pattern reveals capacity and capture-hygiene problems upstream. What the smell tells you and what to fix.
The complete bid/no-bid scoring framework
The canonical bid/no-bid framework. Five variables scored 1–5, weighting, the rubric template, the bid-decision meeting, override discipline, and where the rubric is honestly wrong.
Bid/no-bid is a decision, not a vibe
A preview of Thursday's pillar piece. Why most teams score implicitly, what implicit scoring costs, and the meeting structure that turns a vibe into a decision.
A bid/no-bid scoring rubric we actually use
Five dimensions, a 1–5 score on each, a written floor, and a no-bid decision that is as cheap to defend as a bid decision. The rubric I bring into every kickoff.
Red flags and the bid/no-bid gut check (Part 4 of 4)
Five signals an RFP is a wired bid, an unfunded wish list, or a procurement that was never serious. The closing piece in the Reading an RFP series.
See the proposal workflow
Take the 5-minute tour, then start a trial workspace when you're ready to run a real pursuit against your own source material.