Ask The Expert

Virginia has been winning new business for over 30 years, initially working for large corporations and consultancies as an employee, and since 2004 through her own consultancy.

Her varied career has encompassed the whole spectrum of Business Development from Sales and Account Management through to a Head of Bid Management role. A very early adopter of capture management, her passion is to ensure that people only bid for opportunities that they can win! This started over 25 years ago when she ran the first capture planning session for the IT company she worked for in pursuit of their largest ever contract and first foray into outsourcing – a public sector contract that was over a year away from being tendered! Despite being seen as the underdog, her company won the contract – feedback from the evaluators confirmed that this was a direct result of the capture activities.

Since then, Virginia has become an evangelist for starting capture early and following a diligent process – as recognised by Shipley who asked her to be the first person in the world to undertake their certification as an Expert Capture Manager. She has since built on this experience and uses it to help organisations big and small reach their full potential by bidding less and winning more.

Virginia has also built on her capture role to ensure that all the good preparatory work translates into a winning bid. She has successfully managed multi-disciplinary teams to win £1bn+ contracts and worked with organisations to transform their bidding approach to increase their win rate. She particularly enjoys coaching and developing the skills of the individuals she works with to leave behind a lasting legacy.

Clients particularly value her ability to develop their sales team, qualify the opportunity, identify the win strategy and deliver a solution that differentiates them from their competition.