How long before an RFP should you start capture?

Early capture significantly improves win probability: **Ideal timeline:** - Major opportunities: 12-24 months before RFP - Mid-size opportunities: 6-12 months before - Minimum effective: 3-6 months before - RFP release: Often too late to establish position **Pre-RFP activities:** - Research the opportunity and customer - Build relationships with program office - Attend industry days and conferences - Respond to RFIs and sources sought - Assess and address capability gaps - Identify and recruit teaming partners **Key capture milestones:** - 18+ months: Identify opportunity, research customer - 12 months: Build relationships, attend events - 9 months: Firm teaming decisions, capability development - 6 months: Finalize solution approach, continue engagement - 3 months: Final positioning, proposal preparation - RFP release: Execute proposal with prepared materials **Why early matters:** - Build incumbent-like relationships - Influence requirements development - Assemble strongest team - Develop compliant solution - Understand evaluation criteria - Position against competitors **Recompete timing:** - Track contract end dates - Start 18-24 months before expiration - Monitor incumbent performance - Build relationships with user community **Small business considerations:** - May need to move faster with fewer resources - Focus on most critical activities - Teaming can accelerate positioning