From Pipeline to Win: 5 Pro Moves for GovCon Capture Managers
From Pipeline to Win: 5 Pro Moves for GovCon Capture Managers In today’s competitive federal contracting landscape, the difference between “pursuing” and “winning” comes down to how strategic—and proactive—your capture efforts really are. Whether you’re a seasoned capture manager or leading a growth team, these five timely tips will help you sharpen your pipeline, improve positioning, and outpace the competition. ✅ 1. Requalify Your Pipeline Quarterly Markets shift. Incumbents change. Compliance requirements evolve. Yet many capture teams treat the pipeline as static for far too long. Build a habit of requalifying your priority pursuits every 90 days. Ask: Has the acquisition strategy changed? Are new players entering or exiting the competitive landscape? Has our solution or teaming partner lost (or gained) relevance? This cadence will help you spot dead weight early and refocus on winnable, fundable opportunities. Teams should be using one, consolidated capture management system to record and maintain their notes, contacts, and to keep NDAs, TAs, SubKs, etc., together. ✅ 2. Get Ahead of the RFP With Strategic Questions RFIs, draft RFPs, and Industry Days aren’t just check-the-box events. They’re your window to shape. Go beyond administrative clarifications—use these touchpoints to ask strategic, thought-provoking questions that: Highlight your understanding of the mission Reveal gaps in the current environment Prompt the agency to refine its thinking (ideally in ways that align with your strengths) This signals credibility while subtly shaping the requirement. ✅ 3. Map the Decision-Making Chain—Not Just the Contracting Office It’s easy to zero in on Contracting Officers (COs & KOs), but they rarely shape requirements alone. Strong capture managers map the full decision ecosystem: Program Managers, technical leads, end users, SES & Cos, SB Advocates, even policy stakeholders, (Source Selection Board). Building relationships and value-driven engagements with these influencers early can be the edge that wins later. Remember: The CO/KO awards the contract, but the mission owners define the problem. ✅ 4. Treat Teaming as Strategic, Not Just Tactical In a teaming-heavy GovCon environment, don’t fall into the trap of transactional partnerships. Instead, ask: Does this partner bring a technical or past performance differentiator? Are they CMMC-ready or compliance-aligned? Do they bring agency insight we don’t have? Strategic teaming can lift your P-win significantly—especially if you’re chasing large IDIQs, recompetes, or high-sensitivity programs. ✅ 5. Build Your Technical Volume Off the Capture Strategy Many teams silo proposal development away from the capture process. That’s a missed opportunity. Your technical volume should echo your capture strategy. That means shaping things from the get-go including: Highlighting discriminators and win themes Mapping back to agency pain points uncovered during discovery Subtly ghosting competitors without naming them If your proposal feels generic, chances are your capture work wasn’t fully integrated. Final Thoughts Winning in GovCon isn’t about being the biggest—it’s about being the best prepared. Use these five tips to retool your pipeline, elevate your teaming, and drive capture discipline across your pursuits. Oh and make sure you’re using a comprehensive and cost-effective software for your team like our AI-Powered CaptureExec™ capture management solution for your BD, capture, and proposal management requirements. Want help auditing your current pipeline or sharpening a live capture effort? Let’s connect. Contact Skip@bitsolutionsllc.com BIT Solutions LLC See Full Bio
FAR 2.0 Is Here: What Government Contractors Need to Know (and Do)
FAR 2.0 Is Here: What Government Contractors Need to Know (and Do) If you’re in the trenches of federal contracting, you know the Federal Acquisition Regulation (FAR) isn’t just background noise—it’s the playbook. And now, that playbook is changing. The rollout of FAR 2.0 isn’t just a rewrite; it’s a structural shift in how the government expects us to operate. Whether you’re bidding solo or leading a team on a multi-million-dollar contract, here’s what you need to know—and what you should be doing right now to stay ahead. 🚨 So, What Is FAR 2.0? FAR 2.0 is a modernization of the FAR. It’s being redesigned to: Be easier to read and navigate Work with today’s digital tools (APIs, dashboards, automation) Align with evolving acquisition priorities like cybersecurity, DEIA, and sustainability Reduce ambiguity and improve accessibility for both large and small contractors For us, that means a new framework for how we reference, interpret, and comply with the rules that govern every stage of the federal buying cycle. 🔍 What’s Actually Changing? The Structure and Numbering System Old FAR citations you’ve relied on for years? Many are changing. The new layout is built to make searching and navigating easier, but that also means you’ll need to retrain your team and update your documents. Contractor Tip: Start building a cross-reference tool or cheat sheet. Don’t wait until you’re mid-proposal to realize you’ve got outdated citations. Simplified Language Expect more plain English, fewer legal gymnastics. Good news if you’ve ever had to decode a clause mid-deadline, but it also means updates to standard contract templates and proposal language. Contractor Tip: Audit your boilerplate language, compliance checklists, and SOPs. Keep them aligned or risk looking sloppy in front of reviewers. More Integration with Tech Platforms FAR 2.0 is built with automation in mind—think APIs, integrations with tools like SAM.gov, the Federal Procurement Data System (FPDS), and the Electronic Subcontracting Reporting System (eSRS). This supports a longer-term shift toward digital-first acquisition. Contractor Tip: Talk to your operations and BD teams. Make sure your CRM, compliance tools, and workflows are flexible enough to adapt and integrated just like CaptureExec Software. Emphasis on Policy Priorities New clauses and guidance are leaning harder into: Cybersecurity (CMMC, FedRAMP) Climate & sustainability Small business inclusion Equity and accessibility Contractor Tip: Get proactive. Make these things part of your value prop now—because agencies are being pushed to ask about them. 📋 What Contractors Should Be Doing Now: ✅ 1. Update Internal Documents Start with contracts, teaming agreements, proposal templates, and compliance guides. You don’t want to be referencing outdated clause numbers or ignoring a new requirement you “used to not have to worry about.” ✅ 2. Train Your Team—Now Capture managers, proposal writers, contract admins—everyone needs to know the new layout. Don’t assume the legal team will just “handle it.” Shortcut: Host a 1-hour team workshop with side-by-side examples of old vs. new FAR citations. Make it practical. ✅ 3. Follow the Agencies You Work With Not all agencies will implement at the same pace. General Services Administration (GSA) and United States Department of Defense (DoD) might go faster than others. Keep tabs on contracting officer (CO) guidance and agency-specific clauses. Pro Tip: Ask your COs directly how they’re interpreting or implementing FAR 2.0. Relationship > regulation. ✅ 4. Keep an Eye on Small Biz Impacts If you’re a small business, FAR 2.0 could mean new advantages—simplified access, more set-asides, less red tape. But it can also mean more compliance asks (especially around cybersecurity and sustainability). Contractor Tip: Procurement Technical Assistance Centers (PTACs) and Small Business Administration (SBA) reps are already fielding questions—tap them now before the crowd hits. 🔗 Access the FAR 2.0 For the official and most current version of the Federal Acquisition Regulation (FAR), including the recent updates and changes, visit the Acquisition.gov FAR page. This resource offers comprehensive access to the FAR in various formats, making it easier for contractors to navigate and reference specific parts relevant to their needs. ✍️ Final Thoughts: Don’t Wait for the Memo FAR 2.0 isn’t some abstract policy—it’s going to change how we write, bid, manage, and win contracts. The contractors who adapt early will have an edge, while others scramble to catch up mid-RFP. This is your chance to reset your playbook. Tidy up your ops, train your teams, and lean into the changes. Because while the FAR may be modernizing, the game of government contracting is still about execution, relationships, and readiness. BIT Solutions LLC See Full Bio
How to Pivot & Survive the GSA’s Vendor Purge as a Small GovCon Business
How to Pivot & Survive the GSA’s Vendor Purge as a Small GovCon Business The General Services Administration (GSA) just dropped a bombshell on the federal contracting world. In late March 2025, GSA announced it will remove 577 vendors from its Multiple Award Schedule (MAS) and eliminate 31 Special Item Numbers (SINs)—a move that could have serious ripple effects for small businesses in the GovCon space. For many, this isn’t just a policy shift—it’s a clear signal that it’s time to pivot. If you’re a small business with a GSA Schedule contract, especially in professional services or office management categories, here’s what you need to know—and how to pivot strategically to protect your business and stay competitive. 🚨 What’s Happening? 577 vendors will be cut due to low sales, compliance issues, or inactive status. 31 SINs are being eliminated, including several that supported Small Business Set-Asides (SBSA). Affected contractors must pivot to new SINs by May 2025, or risk losing their contracts. This move is part of GSA’s effort to streamline offerings and increase the efficiency of the MAS program—but it creates a tough situation for many small contractors who built their pipelines around now-defunct SINs. 👀 Who Needs to Pivot? Small firms with low annual sales under their MAS contract Vendors listed under one of the 31 eliminated SINs Companies with outdated catalogs or incomplete contract modifications Those relying heavily on SBSA SINs for competitive advantage If this sounds like your business—it’s time to pivot with purpose. BIT Solutions LLC See Full Bio
Meet Jenn Pham, our new UX/UI specialist intern
Jenn is our UX/UI Specialist Intern with a passion for creating impactful digital experiences. She is equipped with proficiency in Figma, Adobe Photoshop, Animate, and Lightroom, with a focus on user-centric design. Her goal will be to enhance usability and optimize our CaptureExec interface functionality to strengthen our user experience. Jenn is majoring in Information Technology with a concentrating in Web Development from George Mason University. BIT Solutions LLC See Full Bio
What you should be doing a year or two out from RFP release
Starting from one to two years before the RFP drops, the capture phase kicks off and can stretch over two years. This is where the magic of teaming and shaping happens, significantly boosting your chances of winning (P-WIN) as the customer gets more familiar and impressed with what you’ve done before and what you can do. In this crucial phase, your Capture Executive is on the move, setting up meetings with government officials and scouting for potential partners to create a powerhouse team. They’re also on a mission to collect “G2” intelligence, piecing together insights from various sources about what the government wants and who you’re up against. This involves asking a bunch of different people the same questions to make sure the intel checks out. During the capture phase, make sure to loop in these key players: Executive Management Sales Management Capture Executive Government Executives Government Program Managers Government Contract Officers Getting these folks involved early on ensures everyone’s on the same page and pushing in the same direction. BIT Solutions LLC See Full Bio
Recognizing When to Step Aside
Ever wondered when it’s wise to back away from a government bid? Gaining insight over time, you learn the critical questions that need answering during the capture process to gauge your chances of success. This insight becomes crucial in deciding which opportunities deserve your energy. Spreading yourself too thin might leave you with a collection of near-wins, whereas focusing your efforts could secure significant victories. Prioritizing bids with a higher win probability should be your first step. The skill of knowing when to pass on an opportunity is vital for achieving success in the bids you do decide to pursue. Using objective and quantifiable methods to evaluate each opportunity helps you steer clear of investing in bids with slim chances of success. BIT Solutions LLC See Full Bio
Did you know there are 5 key ingredients to a successful capture?
Did you know there are 5 key ingredients to a successful capture? It’s true — making sure each one of these 5 items is done properly and thoroughly will benefit your company in the short and the long run. Build processes and protocols to optimize these functions and watch your win rate go up! Check out the video below to learn more! Drop us a line and let us know how you’ve mastered these steps, or feel free to send us any questions you have on mastering the capture process. BIT Solutions LLC See Full Bio
How to price your proposal
Pricing is one of the most important, and sensitive, components of your proposal submission. Get this wrong and all of the hard work that’s gone into the rest of the bid goes out the window. Watch this clip to get some tips on how to approach this super-important aspect of government contracting and capture management! BIT Solutions LLC See Full Bio
The best news you can hear from the Government
Watch this video to find out the best news you could possibly hear from the government during your initial customer visit! BIT Solutions LLC See Full Bio
Do you REALLY know your customer?
Do you REALLY know your customer? Do you know HOW to know your customer? If you answered “no” to either of those questions, read on! A customer profile shows you everything you need to know about a customer. Start with some basic questions to begin building out the profile: Then, consider employing all or as many of the below tactics: If you’re looking for professional assistance managing this or other parts of your capture process, book a call with us today – we’d love to see how we can help you win the next bid! BIT Solutions LLC See Full Bio
Asking the right questions to the government at the right time
If you don’t know how to ask the right questions, you’ve already lost the bid. We don’t say this lightly, or to be discouraging, but it’s super important you know which questions are worth asking the government, given the phase that they’re in when you conduct a customer visit, versus questions they simply won’t know the answer to at that stage. In this video, our CEO, Skip Blackburn, goes over the do’s and don’ts of asking the right questions when you get that all-important face time with the government before a bid is released. BIT Solutions LLC See Full Bio
When do you bid and when do you walk away?
By compiling all of your capture information in one place, you can quickly grade performance. The more information your Capture Executive has collected, the more likely you are to win the bid. Track your captures to see how well each one is doing using our CaptureExec software. This software gives you a platform that gathers all of the information on every capture in the pipeline. When you can see what deals are most complete and which need more work, you can better decide where to focus your efforts. A quick grade is the easiest way to separate out your best-qualified leads from those that need more nurturing. An objective grading process is a big part of what makes a capture management process repeatable. Over time, you learn the questions you need to ask, so it is time to take a look and make some decisions about which opportunities to pursue. Diluting your effort might result in a slew of almost-deals when a little focus could help close several. Identify the opportunities that are most likely to win and work on these first. Knowing when to walk away from an opportunity is the foundation for success on the deals you do choose to pursue. Objective and measurable scoring methods are the best way to avoid the trap of chasing after a capture there is no possibility of closing. BIT Solutions LLC See Full Bio
Meet Alex Paris, our new Sales Executive
In addition to his over 13 years of experience in selling, and doing business development, Alex is recognized as the trusted advisor to his customers and he works with his prospects to identify their weaknesses to showcase the strengths of the solutions that he sells. Members of his family & friends circle are well connected in the GovCon space, so Alex will be a quick study. have a peek at this website Alex is a graduate of the Charter Oak State College with a Bachelor of Science in Business Administration. BIT Solutions LLC See Full Bio
Mastering RFP Essentials: Your Key to Government Contracting Success
Gathering the right information on an RFP, and making sure that information is properly tracked and coordinated, is crucial to success in government contracting. In this clip, our CEO, Skip Blackburn, discusses why it’s vital to gather information in a timely and effective manner, and how it can significantly impact the outcome. next page BIT Solutions LLC See Full Bio
For 83 cents a day, would you ditch your spreadsheets?
For 83 cents a day, would you ditch your spreadsheets? What if I told you that’s all it costs to bring your capture management processes out of the Stone Age and into the future? In the competitive world of government contracting, every edge matters. Our state-of-the-art SAM Gov Tracker (SGT) capture management system ensures you don’t miss a beat. good From auto-sourcing opportunities to tracking every step in the capture process, SGT transforms your business overnight. Say goodbye to manual errors, tedious paperwork, and lost contracts. With SGT, you’ll harness real-time bid updates, stay compliant as you prep for proposal development, and enhance your bid’s precision when it goes in. BIT Solutions LLC See Full Bio