Federal Capture Director Norfolk, VA

Engagement type: Independent consultant, 1099 hourly.

Rate range: $100 - $500 per hour, based on experience and scope (three-tier band detailed below).

Time commitment: Part-time or fractional, scales with pipeline (typically 10-40 hrs/week).

Location: Remote with quarterly DC travel preferred.

Reports to: Gov Con Division Lead.

TWF has built the scaffolding for federal work. MBE certification, SAM.gov registration, two operational divisions ready to serve federal contracts, a credentialed bench, and signed commercial customers proving the operating model. What is missing is the capture function. This engagement is for the operator who knows how to walk a federal opportunity from first signal through awarded contract, and who wants to build that function inside a firm where it does not exist yet.

The Wilkinson Firm is a workforce strategy and staffing firm headquartered across NC and Atlanta. We launched in April 2025 and are now in Year 2 of operations. Two operational divisions today (HR Advisory for the mental health industry, Premium Hospitality and Event Staffing). Government Contracting division being formally stood up this quarter. Three active staffing contracts in delivery. FY26 trajectory $425-525K.

Zero loans, zero institutional debt. Defined path to $5M+ over the next 24 months.

Federal-relevant scaffolding: Two operational divisions ready to serve federal contracts in HHS-adjacent verticals (VA mental health programs, DoD behavioral health support, HHS workforce IDIQs) and hospitality (federal lodging, on-base food service, training facility F&B).

• Federal opportunity identification and qualification across SAM.gov, GSA Schedules, agency forecasts, and prime/sub channels
• Capture-to-proposal lifecycle: opportunity assessment, teaming strategy, technical and price strategy, color-team reviews, submission readiness
• Capture playbook documentation: pursuit criteria, gate reviews, win themes, ghosting strategy, competitive analysis
• Prime and sub partner relationships and government POC management
• Set-aside strategy and certification work (8(a), HUBZone, WOSB, SDVOSB) in coordination with the Gov Con Division Lead
• Pipeline visibility and reporting to firm leadership
• Coaching the Proposal Manager and Federal Account Executive seats as they come online

Hourly consulting rate, three tiers calibrated to experience and scope:

• Foundational ($100-200/hr): Capture managers with 5-8 years experience, ramping into a director role
• Director ($200-350/hr): Established capture directors with documented win history on $1M+ contracts
• Principal ($350-500/hr): Senior capture principals with multi-million-dollar award history and Tier 1 prime experience

Engagement is hourly. Time commitment scales with pipeline activity, typically 10-40 hours per week. Win-based bonus stack negotiable on top of hourly rate for awarded contracts the engagement materially drove.

• Day 30: Capture playbook drafted. Pursuit gate criteria documented. Initial pipeline of 10+ qualified opportunities.
• Day 90: 2-4 active captures in formal pursuit. First teaming agreements signed. Pipeline value $1M+.
• Day 180: 2-4 proposals submitted. First award or shortlist position. Win rate baseline established.

• 7-15 years in federal capture, proposal management, or BD for small to mid-size Gov Con firms
• Documented track record capturing $1M+ federal contracts
• Shipley-trained or equivalent. SAM.gov fluent. Comfortable with FAR/DFARS terminology
• Familiar with small business set-asides and the certification lifecycle
• Past performance citations in workforce, HHS-adjacent, hospitality, or staffing services preferred
• Comfortable building a function from scratch inside a founder-led firm
• Located in DC, NC, GA, or willing to travel to DC quarterly

• Prior role at a Tier 1 Gov Con prime or boutique capture firm
• Existing relationships at DoD, VA, HHS, GSA, or DHS
• APMP credential
• Track record of managed HUBZone or 8(a) certifications