Schedule and Action Plan Development
February 22, 2023
Solution development involves the design and development of consistent technical and management approaches, coordinating relevant past performance, and a winning price window. Approaches to solution development vary greatly based on the industry and markets in which you compete.
A capture manager is often involved in helping gather information for the solution that will most likely meet the customer’s needs, motivators, and requirements. Collaborating early with the solution team is vital to sharing insight gained during the sales/capture activities and interactions with the customer.
Your team’s solution development can be broken into five key topics to plan for during pursuit efforts:
- Technical—How you will solve the key technical requirements (stated and derived)
- Management—How you will manage the customer’s program to a successful conclusion
- Past Performance—Relevant past performance examples that align with your offer and solution
- Price—Determining a pricing strategy and pricing window that puts your offer in the competitive range for evaluation.
- Risk—Identify major technical and programmatic risks and show how you define and identify, manage, monitor, control, and retire risk to the program.
Solution Development
1
Understand best practices for solution development.
2
Collaborate with the customer on a notional solution.
3
Consider the technical solution.
4
Determine the likely management solution.
5
Map out relevant past performance.
6
Determine a winning price within the competitive range.
