Business Development Capability Maturity Model (BD-CMM)

Specific tasks with deadlines assigned to individuals or teams during the capture phase, typically tracked in an action plan log.

A proposal outline with embedded solicitation references so writers can see relevant requirements for each section.

A tool used to compare an organization's capabilities against competitors' likely capabilities, typically built against the customer's stated issues or requirements.

A milestone that validates whether the company is positioned to win based on capture data collected to date.

The state of having gathered enough capture intelligence, such as customer insight, teaming, staffing, and price-to-win understanding, to justify committing resources to a compliant, competitive proposal.

Analysis of competitors including their strengths, possible teaming, discriminators, potential solutions and strategies, and knowledge of the customer.

Strategic exercise that reviews initial capture plans to evaluate knowledge of the customer, opportunity, and initial solution development. Occurs early in the lifecycle.

Shipley's methodology: seven phases (0–6) from Market Segmentation through Post-Submittal Activities.

A plan developed by the Capture Manager and management team laying out the process to win a specific bid.

Structured proposal review process (Shipley methodology). Teams include Blue, Pink, Red, Gold, White Glove, Green, and Black Hat.

A tool that captures every requirement in a solicitation that the proposal must address, used to verify nothing has been missed before submission.