Federal Capture Director (Contract) - Bethesda, MD

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bazetaBethesda (MD)

Compliance Managers Other Management Consulting Services

SENIORITY

Manager

SALARY

$195,000 per year

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About the role

# Federal Capture Director (Contract) - Bethesda, MDUnited States2 hours agoID 1615103$200 Salary Details

Employment type: Contract

Remote: YesSalary from:200 Salary to:350

Company: The Wilkinson Firm

Description: 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: GovCon Division Lead. A note from the founderTWF 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. What is already built 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).What you own

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 GovCon Division Lead
Pipeline visibility and reporting to firm leadership
Coaching the Proposal Manager and Federal Account Executive seats as they come online

Engagement structure 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. Success milestones•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.

Who you are:

7-15 years in federal capture, proposal management, or BD for small to mid-size GovCon 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

Bonus points:

Prior role at a Tier 1 GovCon 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 How we will get to know each other
Initial 30-minute fit conversation with the GovCon Division Lead
Working session: walk through a real federal opportunity or proposal scenario we are actively considering
Reference checks (3+ professional references) and work history verification
Engagement letter, scope of work, and rate confirmation
Kickoff within 7 days of signed engagement2-4 weeks first conversation to active engagement. What we believe Trust before revenue. Mission before money. Real seats, real upside. We build durable federal relationships through earned credibility. We win together. We pay people in real numbers, not pizza parties. We are building something great and we want partners who feel the same. Application tips
Visit, ,
Find The Wilkinson Firm on LinkedIn
In your cover note, answer two questions: (1) what kind of GovCon engagement model works best for you (project-based, retained hours, hybrid), and (2) one example of a federal pursuit, proposal, or account you would point to as your strongest reference work What to expect from us
Reply within 48 hours
First-round conversation within 7 days of qualification
Full process: 2-4 weeks
We tell you yes or no. We do not ghost.

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