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.
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