Interview scorecard template

Capture Manager (Government) interview scorecard

Evaluate Capture Manager (Government) candidates across 4 weighted areas: track record, method and qualification, relationships and trust, and drive and resilience. Track record leads at 35%, so check named awards: agency, vehicle (GWAC, IDIQ, OASIS+), contract value, prime or sub role, and win rate across pursuits they personally captured. Use the rubric to compare role-specific evidence consistently.

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sales business developmentcapture managementgovconrfp pursuitshipley process
TL;DR
For track record, look for evidence the candidate cites specific wins with dollar values, agencies, and competitors beaten, plus honest losses and the debrief lessons taken from them. For method and qualification, look for evidence the candidate describes a repeatable gate process, walks through a real price-to-win and black hat session, and defends a no-bid call. Apply the written 1–5 anchors to every answer, record the evidence behind each rating, and use the factor weights to reach a consistent overall assessment.
Complete evaluation framework

What to assess and how to score it

Review the evidence signals before interviewing. Then use the anchored descriptions—not instinct alone—to choose the score that best matches each answer.

01
Evaluation factor

Track record

35% weight

Check named awards: agency, vehicle (GWAC, IDIQ, OASIS+), contract value, prime or sub role, and win rate across pursuits they personally captured.

Evidence to listen for

  • Gives numbers: quota, attainment, deal size, client roster
  • Explains the market and buyer they sold to, not just the product
  • Distinguishes what they closed from what the team closed
  • Can describe a deal they lost and why

Five-point scoring guide

1
Poor

No numbers; cannot describe what they actually sold or to whom.

2
Needs Improvement

Vague attainment; credit for team results is unclear.

3
Satisfactory

Real record with some numbers; attribution occasionally fuzzy.

4
Very Good

Clear numbers and ownership, including honest losses.

5
Excellent

Cites specific wins with dollar values, agencies, and competitors beaten, plus honest losses and the debrief lessons taken from them.

02
Evaluation factor

Method and qualification

25% weight

Probe their capture discipline: Shipley or equivalent gate reviews, bid/no-bid criteria, black hat and price-to-win analysis, teaming decisions before RFP drop.

Evidence to listen for

  • Has a repeatable approach to qualifying and progressing deals
  • Can walk a real deal from first contact to close
  • Handles objections with questions rather than scripts
  • Knows when to disqualify

Five-point scoring guide

1
Poor

No method; pitches at everyone and hopes.

2
Needs Improvement

Weak qualification; deals stall with no diagnosis.

3
Satisfactory

Workable method; inconsistent on complex or long cycles.

4
Very Good

Clear repeatable method; disqualifies early and deliberately.

5
Excellent

Describes a repeatable gate process, walks through a real price-to-win and black hat session, and defends a no-bid call.

03
Evaluation factor

Relationships and trust

25% weight

Assess relationships built during the pre-RFP window: program office contacts, incumbents, small business partners, and how they sourced intel beyond SAM.gov and GovWin.

Evidence to listen for

  • Has clients or talent who came back or referred them
  • Manages a difficult conversation without damaging the relationship
  • Represents the client's interest, not only the commission
  • Builds rapport across seniority levels

Five-point scoring guide

1
Poor

Transactional; burns relationships for a close.

2
Needs Improvement

Builds rapport but does not sustain relationships.

3
Satisfactory

Solid relationships; less tested in conflict.

4
Very Good

Repeat business and referrals; handles conflict without damage.

5
Excellent

Names customer call plans, sustained multi-year agency relationships, and teaming partners who chose them as prime on later pursuits.

04
Evaluation factor

Drive and resilience

15% weight

Look for stamina across 18 to 36 month capture cycles: handling protests, CR delays, recompete losses, and proposal crunch without dropping pipeline coverage.

Evidence to listen for

  • Handles rejection and a bad quarter without unravelling
  • Self-directed on pipeline rather than waiting for leads
  • Coachable on feedback
  • Honest in how they represent the product and themselves

Five-point scoring guide

1
Poor

Gives up easily; blames leads, product, or market.

2
Needs Improvement

Motivation depends on momentum; resistant to coaching.

3
Satisfactory

Steady; recovers from setbacks with support.

4
Very Good

Self-motivated, coachable, and steady through bad stretches.

5
Excellent

Shows persistence through long cycles and reversals, keeping pipeline coverage ratios healthy while managing simultaneous capture efforts.

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