Which activity should take place first?

Defining the opportunity or capture strategy is the first activity in the proposal process because it provides a clear understanding of the objectives, priorities, and overall approach to winning the opportunity. This strategic framework guides all subsequent activities, ensuring that the proposal aligns with the client’s needs and expectations.

Without this foundational step, later activities such as creating a proposal outline, section outlines, or a requirements checklist could lack direction, coherence, and relevance to the client’s requirements. The capture strategy serves as a roadmap that informs the proposal’s messaging, structure, and key themes, ultimately increasing the likelihood of a successful outcome.