If you’re feeling like the ground is shifting beneath your feet in federal procurement, you’re not imagining it. The game is evolving rapidly. Massive contract vehicle consolidations like OASIS+ and Polaris, a heightened focus on cybersecurity, AI, and digital services, and faster buying cycles are forcing agencies to rethink how they acquire solutions.
Over the years in capture management, I’ve worked closely with teams chasing opportunities that seemed perfectly aligned exactly to our core capabilities, we had the right past performance, and customer relationships to back it up. We built strong strategies, got deep into capture, only to watch those opportunities suddenly get canceled, restructured, or deprioritized with little warning. I’ve seen how even the most well-aligned pursuits can fall apart when agency priorities shift. I wrote this article because I’ve felt the frustration of doing everything “by the book,” only to realize the book is quickly changing.
To stay competitive, your capture and business development strategies need to evolve just as quickly as the market. “Wait and see” is not a strategy; it’s a fast track to being left behind. The organizations that are winning today are the ones that are proactive, informed, and agile. That’s exactly why I became so invested in helping others build more adaptive, resilient strategies. I’ve seen firsthand how the right knowledge, frameworks, and community can transform a team from reactive to ready.
Here’s my perspective on how to position your organization to stay ahead in this rapidly shifting landscape.
1. Reevaluate Your Pipeline—Yesterday’s Priorities Won’t Win Today’s Contracts
If you haven’t taken a hard look at your pipeline lately, now’s the time. With major leadership changes, evolving agency missions, and shifting funding priorities across government, a lot of the opportunities you’ve been tracking may no longer make sense or even exist.
Just because something looked good six months ago doesn’t mean it’s still viable today.
A pipeline full of outdated, misaligned opportunities isn’t strategy; it’s noise. And it keeps your BD and capture teams chasing ghosts while the real work moves somewhere else.
Instead, you should be asking:
Has the agency’s mission shifted? For example, the Department of Veterans Affairs (VA) has moved many IT modernization priorities under its EHRM initiative. If you’re still targeting standalone legacy IT work, you may be behind.
Is there new leadership calling the shots? A new CIO, program manager, or contracting officer can completely change the direction and the timeline.
Does this still play to your strengths? Be honest with yourself. Do you have the capabilities, past performance, and customer relationships needed to win this work?
Once you’ve filtered out the distractions, tighten up your internal processes. Before you even think about responding to that RFI or Sources Sought, treat it as an early-stage capture qualification sprint. The faster you disqualify bad fits, the more time you have to focus on the ones you can actually win.
The bottom line is that the federal landscape is shifting fast. Stay close to your target agencies. Stay up to date on the current trends. Your pipeline should reflect where the agency is going, not where it’s been.
2. Capture Starts Before the RFP (Budget Intel Is Key)
If you’re waiting for a solicitation to start engaging, you’re already late. Real capture starts upstream by getting in the room early, understanding the mission, and positioning yourself as part of the solution before the requirements are written.
It is so important to stay visible and plugged in. Attend virtual industry days, show up to the right conferences, and share useful insights that show you understand the mission, without giving away too much of your secret sauce. These are the touchpoints that keep you part of the conversation during capture, even before the government knows exactly what they need.
And here’s the part that too many individuals skip: get smart on the budget. Don’t just chase opportunities, chase the money. Dig into agency budget requests, spend plans, and strategic priorities. If you know where the dollars are earmarked and what’s getting cut, you can shape your approach around what actually matters. That kind of awareness can make the difference
in your strategy.
3. Invest in Education That Moves the Needle
In today’s market, staying competitive means staying informed. Procurement methods are evolving, agency priorities are shifting, and competition is fiercer than ever. If you’re not actively investing in your own development and that of your team, you’re already falling behind.
That’s exactly what led me to the Certified Capture Manager (CCM) program. I was tired of the generic advice I kept running into and knew I needed more. I wanted practical and current advice that I could apply immediately. Something that was rooted in how federal business is actually done today. The CCM program gave me exactly that, and more.
It helped me uncover blind spots in my approach and showed me how to adapt in ways that best align with today’s procurement methods. Since completing the program, my approach to capturing has evolved significantly. I’m more focused, more strategic, and better equipped to anticipate shifts in the landscape.
However, what surprised me most, though, was the community. The CCM brings together a cohort of experienced, high-level professionals who are serious about growth and willing to share what’s worked for them. Those conversations and peer insights have been just as valuable as the content itself.
The CCM is designed specifically for professionals in the federal space who want more than just theory. It offers real-world insights, up-to-date trends, and actionable strategies from experts who understand how to win in this environment. Just as important, it connects you to a network of peers who are learning, growing, and succeeding together.
If you’re looking to sharpen your strategy, focus your efforts, and align with how government is actually buying, the CCM program is a smart place to start. The return on that investment is hard to beat.
Final Thoughts
As you’ve seen throughout this article, the overarching message is clear: the federal procurement landscape isn’t just changing, it’s accelerating. Agencies are under increasing pressure to move faster, buy smarter, and deliver more with tighter resources. As a result, traditional capture and business development approaches are no longer enough.
Now is the time to take a hard look at your pipeline, engage earlier and more strategically, and align your efforts with where agencies are truly headed. Staying reactive isn’t a viable strategy in today’s environment.
If you’re serious about staying competitive, consider investing in the Certified Capture Manager (CCM) program. The next cohort kicks off May 15th, offering actionable insights, proven strategies, and a strong network of professionals who are winning in this space. Learn more and sign up here: https://www.capturemanagement.org
Success in today’s market isn’t about luck, it’s about preparation, clarity, and execution. Make sure your team is ready.
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