This interactive workshop builds practical skills through lecture, discussion, simulations, and exercises. While learning a proven capture process, participants learn to use tools and disciplines to develop winning strategies and then implement those strategies through their capture teams by:

• Understanding customers’ buying problems, their value considerations, and their selection process
• Analyzing the customer’s environment, needs, and requirements
• Using proven methods to assess competitive positions with the customer
• Building strategies that maximize win probability
• Learning to turn strategies into actions that drive to the win