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Clear role definitions and accountability structures are critical for capture team effectiveness and successful opportunity pursuit. Well-defined roles prevent overlap, ensure coverage of critical activities, and enable effective team coordination.
RACI Matrix Framework
Use the RACI (Responsible, Accountable, Consulted, Informed) framework to clarify roles:
- Responsible: Who performs the work
- Accountable: Who makes final decisions and is answerable for results
- Consulted: Who provides input and expertise
- Informed: Who needs to be kept updated on progress
Core Capture Roles
Capture Manager
- Primary Accountability: Overall capture strategy development and execution
- Key Activities: Team coordination, customer engagement orchestration, competitive positioning
- Decision Authority: Capture strategy, team assignments, customer priorities
Business Development Lead
- Primary Accountability: Customer relationship development and market intelligence
- Key Activities: Stakeholder engagement, requirements gathering, partnership identification
- Decision Authority: Customer engagement tactics, relationship priorities
Technical Lead
- Primary Accountability: Solution architecture and technical approach
- Key Activities: Solution development, risk assessment, innovation identification
- Decision Authority: Technical approach, architecture decisions, risk mitigation
Pricing Lead
- Primary Accountability: Price-to-win analysis and strategy development
- Key Activities: Market research, cost modeling, competitive pricing analysis
- Decision Authority: Pricing methodology, cost assumptions, financial analysis
Decision-Making Framework
| Activity | Capture Mgr | BD Lead | Tech Lead | Pricing Lead |
|---|
| Capture Strategy | A | C | C | C |
| Customer Engagement | R | A | C | I |
| Technical Solution | C | I | A | C |
| Pricing Strategy | C | C | C | A |
| Gate Reviews | A | R | R | R |
Legend: A=Accountable, R=Responsible, C=Consulted, I=Informed
Individual Metrics
- Capture Manager: Plan execution, team coordination, gate review success
- BD Lead: Customer engagement quality, relationship development
- Technical Lead: Solution feasibility, innovation, risk mitigation
- Pricing Lead: Competitive positioning, financial analysis accuracy
- Milestone achievement and schedule adherence
- Customer satisfaction and relationship quality
- Competitive positioning effectiveness
- Communication and collaboration quality
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