Capture Training
Capture management represents all the activities that you undertake to increase your win probability on a particular opportunity. These activities occur from the moment you
decide to pursue that opportunity to the time the RFP is released. The earlier you start, the better your ability to shape the procurement to your advantage and hence increase your win probability.
We formalized our capture management process and developed an extensive training syllabus and content library. We use this material to train our own senior associates to provide capture management services to our clients, and offer you a shorter, tailored version to help you with improving your win probability on future opportunities.
Here is the agenda for our two-day onsite/four-module virtual capture management course. Each eight-hour day/four-hour module contains a mixture of instructor presentation and interactive class exercises and provides breaks. Attendees receive a full electronic set of all presentation material, handouts, and templates.
- Overview
- Program lifecycles and proposal archetypes
- Customer intelligence: Customer issues, biases, tendencies, organization charts
- Customer collaboration: Customer meeting agenda, key messages, questions to ask customer, validated issues
- Competitive intelligence: Information on likely competitors, competitor history with customer, competitive intelligence brief
- Black Hat review: Competitor offering/strategy, teaming analysis
- Price-to-Win (PTW): Customer budget, competitor prices, bid range
- Offering development: Baselines, action plans, suggested trade studies
- Past performance: Relevancy criteria, potential programs, teammate history
- Strategy synthesis: Win strategy, winning future state, actions to win
- External/internal reviews: Review plan, schedule, resource plan
- Evolve baselines
- Influence the acquisition: Action plan, customer visits
- Bid/No-Bid gate review
- Proposal planning: Resource plan, core proposal team, proposal issues
