Capture Specialist

ICF International; Reston (VA); Hybrid; USD 90,000 - 120,000; Full time

Job summary

ICF International seeks a Capture Specialist in Reston, VA, open to remote or hybrid work. You will support opportunity qualification, capture planning, positioning, and proposal development with pursuit teams.

With 2+ years in capture and proposal work, you will analyze client priorities, prepare materials, and help shape win strategies while coordinating with technical leads and business development.

Qualifications

• 2+ years of experience in capture and proposal development.
• Bachelor's degree or equivalent combination of education and experience.
• Experience independently completing research, analysis, writing and coordination in cross-functional pursuit teams and a matrixed environment.

Responsibilities

• Research and synthesize client priorities, budgets, procurement plans, incumbents, competitors and market trends.
• Develop and maintain capture plans, schedules and gate review materials; flag risks and overdue actions.
• Coordinate capture plans and proposal readiness with technical leads and team members; escalate decisions as needed.
• Prepare background research, briefing materials and questions for client calls; document insights and follow-up actions.
• Contribute to win strategy, value propositions and win themes by organizing evidence and messaging.

Skills

Capture & proposal development

Research & analysis

Written communications

Cross-functional teamwork

Government procurement

Education

Bachelor's degree or equivalent

Job description

ICF (NASDAQ: ICFI) is a $1.5 billion global consulting and digital services provider that operates with a nonprofit soul. With 7k+ people in 70 countries, we were just named one of Forbes' 2020 Best America's Best Management Consulting Firms for the sixth consecutive year and are named one of Forbes' best midsize employers.

We're growing rapidly. And capture is at the core. We have a 50+ year legacy of world-changing work, doubling in size + revenue every five years on average for the last two decades. We're seeking a Capture Specialist , open to remote or hybrid work.

The Capture Specialist supports opportunity qualification, capture planning, positioning, and proposal development in partnership with Capture Managers, technical leads, and business development, account, and proposal teams. The role independently executes assigned capture and proposal workstreams, translates research and client insights into actionable inputs, and helps ensure capture intelligence and win strategies carry through to proposal content. With approximately five years of combined capture and proposal experience, the Capture Specialist contributes substantive analysis, writing, and coordination while generally working under the direction of a designated pursuit lead. The Capture Specialist may also manage selected smaller, less complex capture efforts in partnership with the technical lead. Accountability centers on the quality and timely completion of assigned deliverables and disciplined execution of these smaller captures, with strategic, investment, and bid decisions escalated to the appropriate leaders.

Key Responsibilities

• Research and synthesize client priorities, budgets, procurement plans, incumbents, competitors, and market trends; identify information gaps and implications for opportunity qualification and positioning.
• Develop and maintain assigned elements of capture plans, schedules, action trackers, and gate review materials; follow up with task owners and flag risks, dependencies, and overdue actions to the pursuit lead.
• May manage selected smaller, less complex capture efforts in partnership with the technical lead, coordinating capture plans, schedules, team inputs, and proposal readiness while escalating strategic, investment, and bid decisions to the appropriate leaders.
• Support client and stakeholder call planning by preparing background research, briefing materials, questions, and meeting records; document insights and track follow-up actions.
• Contribute to win strategy, value proposition, differentiator, and win theme development by organizing evidence, identifying relevant capabilities and past performance, and drafting client-focused messaging.
• Support teaming partner research and outreach, capability assessments, and teaming documentation; coordinate inputs and follow-up under the direction of the pursuit lead and contracts team.
• Work with technical leads, subject matter experts, recruiting, and delivery teams to gather and organize solution, staffing, resume, and past performance inputs and identify gaps requiring resolution.
• Compile research, assumptions, and supporting inputs for pricing and price-to-win discussions; track follow-up actions without owning pricing strategy or approvals.
• Support responses to requests for information, sources sought notices, and proposals by analyzing requirements, developing compliance and capability matrices, and drafting or editing assigned content in coordination with the Proposal Manager and technical leads.
• Prepare capture-to-proposal handoff materials that connect client priorities, competitive insights, win themes, differentiators, teaming, and solution decisions to proposal development.
• Participate in color team reviews for assigned content, check alignment with requirements and capture strategy, and help resolve review comments; support oral-presentation preparation as needed.
• Coordinate with marketing and sales enablement teams on client engagement materials, capability statements, thought leadership, and campaigns supporting assigned pursuits.
• Maintain accurate opportunity and pipeline records, organized pursuit files, and concise status updates; contribute reusable content and lessons learned to established capture and proposal resources.

Required Qualifications

• 2+ years of combined experience in capture and proposal development, including hands-on contributions to both pre-RFP capture activities and proposal responses.
• Bachelor's degree or equivalent combination of education and experience.
• Experience independently completing assigned research, analysis, writing, and coordination deliverables within cross-functional pursuit teams and a collaborative, matrixed environment.
• Working knowledge of a disciplined capture and proposal lifecycle, including opportunity qualification, capture planning, win strategy development, proposal compliance, and review processes.
• Working knowledge of applicable government procurement processes, solicitation documents, and com