Capture Management
Capture Planning for Strategic Wins
Organisations that have deployed the Capture disciplines improve their wins rates on bids that creates a formal selection – sole source, renewal or competitive tender.
When do you need to consider capture planning for strategic wins
- The opportunity is of high value or significance for either the buyer or the seller
- Selection is through buying committees or teams, rather than a single purchasing team
- Selling teams comprise of many disciplines and skills
- Long sales cycles
- Formally structured procurement environments
Benefits of Capture Planning for Strategic Wins
- Increase top-line growth in a competitive environment
- Reduce the costs of capturing new complex business
- Improved predictability of quarterly and annual revenue and net profit.
Client successes:
- IT Services – doubled capture ratio in 12 months
- Telecoms – achieved above 70% win rate within 12 months
- International business consulting – increased win rate from 30% to 65% within 18 months.
NEWS UPDATES
Read our latest updates & business tips & tricks.
Unlocking the Power of the Executive Summary: A Practical Guide for Decision-Makers
It is typically aimed at decision-makers who need to quickly...
Crafting a Winning Strategy: How to Develop Compelling Win Themes?
Winning a proposal is a critical aspect of business success,...
Best Practices in Proposal Writing
Powerful Writing – Write how you Talk Too many opportunities...
Negotiation – Offer more than Just a Low Price
Problem: We can’t offer the lowest price to a potential...
The Power of a Compliance Matrix
One of the most important first tasks to do after...