Issue 8 - Catch Me If You Can
Synopsis
Capture Management is without question in vogue. It may have been enshrined in your sales process for years, or perhaps you are new to the concept and considering its merits? Either way, it’s a pretty certain bet that one of your competitors is investing heavily in it right now.
MoreContents
- Foreword
- Marketing is Capture Management’s Best Kept Secret
- Customers Appreciate Capture Planning – When It’s Done Right!
- Go Fishin’
- Effective Renewal Strategies
- The Ideal Client!
- Spotlight
- One Size Doesn’t Fit All!
- In Praise of Pre-Proposal Planning
- Let’s Have a Crack at This One…
- Capture Their Hearts
- Good Capture = Better No-Bid Decisions
- Capture, Creating Great Opportunities
Capture Management is without question in vogue. It may have been enshrined in your sales process for years, or perhaps you are new to the concept and considering its merits? Either way, it’s a pretty certain bet that one of your competitors is investing heavily in it right now.
At times I find Capture Management a tricky concept to pin down. I often feel it has an air of mystery surrounding it and despite 25 years in our profession, I still can’t decide if it’s a skill, a dedicated role, an entire function, or a combination of all three.
I have worked with some brilliant Capture Managers who have carved out entire careers, but equally I have worked with Bid Managers that simply treat it as one of their responsibilities as part of the bid process. As with most things in our profession, I don’t believe there is a one-size-fits-all approach.
Whatever your view on Capture Management, there is no denying it can transform your ability to win business if the right approach is adopted. In Bidding Quarterly 8, our experts offer many different perspectives on how to generate maximum business benefit from its adoption. As well as fantastic contributions from our regular panel of experts, we have brilliant articles from several highly respected guest writers including Tony Birch, Steve Webster, Sarah Hinchliffe, Tim Snell and Jeremy Brim.
If Capture Management is near the top of your to-do list, I’m confident the opinions, advice and experiences our contributors openly share will accelerate your journey to developing a robust capability.
Martin Smith
Managing Director, Bid Solutions
Martin Smith
Synopsis
Capture Management is without question in vogue. It may have been enshrined in your sales process for years, or perhaps you are new to the concept and considering its merits? Either way, it’s a pretty certain bet that one of your competitors is investing heavily in it right now.
At times I find Capture Management a tricky concept to pin down. I often feel it has an air of mystery surrounding it and despite 25 years in our profession, I still can’t decide if it’s a skill, a dedicated role, an entire function, or a combination of all three.
I have worked with some brilliant Capture Managers who have carved out entire careers, but equally I have worked with Bid Managers that simply treat it as one of their responsibilities as part of the bid process. As with most things in our profession, I don’t believe there is a one-size-fits-all approach.
Whatever your view on Capture Management, there is no denying it can transform your ability to win business if the right approach is adopted. In Bidding Quarterly 8, our experts offer many different perspectives on how to generate maximum business benefit from its adoption. As well as fantastic contributions from our regular panel of experts, we have brilliant articles from several highly respected guest writers including Tony Birch, Steve Webster, Sarah Hinchliffe, Tim Snell and Jeremy Brim.
If Capture Management is near the top of your to-do list, I’m confident the opinions, advice and experiences our contributors openly share will accelerate your journey to developing a robust capability.
Martin Smith
Managing Director, Bid Solutions