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.

Capture Management

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.

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