Federal BD is won by focus, not volume. We identify the agencies, offices, and vehicles most likely to buy what you sell, then build the capture plan and relationships to win there.
Chasing every notice on SAM.gov burns a small team out and wins nothing. Federal buyers reward firms that understand a specific agency's mission, budget, and buying patterns and show up early, not at the RFP.
We identify the agencies, offices, and vehicles most likely to buy what you sell, then build the capture plan and relationships to win there, turning a scattered pursuit into a focused, fundable campaign.
We pinpoint the agencies and offices whose mission, budget, and buying behavior fit your capability and where you can realistically win.
A qualified pipeline of forecasted and active opportunities, mapped to vehicles and timed to your capacity.
Per-pursuit capture plans covering incumbent intel, win themes, teaming, and the moves to make before the solicitation drops.
Early, substantive engagement with the people and offices who shape requirements, so you're known before the competition starts.
How a typical engagement runs
We analyze agency missions, budget cycles, and past award data to pinpoint the offices and vehicles where your capability fits and competition is winnable.
We qualify and map forecasted and active opportunities to your capacity, so the pursuit list reflects what you can realistically win, not just what is open.
For each priority pursuit, we build a capture plan covering incumbent intel, win themes, teaming needs, and the moves to make before the solicitation drops.
We establish early, substantive contact with the people shaping requirements and install the BD cadence to keep those relationships active through award.
A consistent operating model on every engagement: scoped to outcomes, built with dated evidence and named owners, and handed off as something you can run.
We start with the real situation: your goals, constraints, and what's actually in place. We scope the engagement to outcomes, not hours.
We do the work: build the system, run the process, produce the artifacts. Dated evidence and named owners at every step.
We operate what we build and measure it against the outcome you hired us for. Progress reported in evidence, not adjectives.
We leave you with a motion you can run: documentation, cadence, and clarity, so the results hold after the engagement ends.
Capture is where federal strategy turns into pipeline. It connects to Federal Teaming & JV Strategy and Market Intelligence & Insights.
We work from your NAICS and PSC codes, your past performance, and public spending data on what agencies have actually bought in your category. We look at budget cycles, incumbent contracts coming up for recompete, and agency mission alignment rather than just volume of spend. The goal is a short list you can develop genuine relationships in, not a long list of agencies to blast with capability statements.
A capture plan is the documented strategy for winning a specific opportunity or a defined set of opportunities at a target agency. It covers the buyer's priorities, the competitive field, your differentiators, the teaming requirements, and the pre-RFP relationship activity needed to be a credible offeror. Federal buyers reward firms that show up early with relevant knowledge, not at the RFP with a generic proposal.
Serious federal business development starts 12 to 24 months before an anticipated solicitation. By the time an RFP is public, the competitive field is largely set and the relationships that matter have been building for a year. If you are starting at the RFP stage, you are competing against teams that have been working the opportunity much longer.
Yes. Agency targeting work typically includes a tailored capability statement for each priority agency and the supporting collateral a contracting officer expects to see when your name comes up. The materials are built around what the agency buys and cares about, not a generic description of your services.
Yes. For clients with an active AWS partner motion, we align the agency targeting strategy with the AWS public-sector framework and the agencies where AWS has existing relationships and contract vehicles. The hyperscaler-to-federal pull-through makes the federal BD strategy more credible and better resourced.
Book a discovery call and we'll identify the agencies worth your focus and the plan to win them.
Book a discovery call