Capturing Business

Workshop Description:

In this course, participants learn a proven process for capturing strategic business opportunities in any industry. Participants learn high impact skills for qualifying opportunities and strategically positioning their organizations for successful bids.

Participants use a case study to learn to qualify opportunities, conduct research on the customer and competition, and develop a plan to help shape and address the opportunity before the customer issues a formal bid request. Course content includes:

• Recognizing the customer buying process
• Understanding the roles and responsibilities of capture planning
• Using Pwin (the probability of a win) to evaluate factors leading to a bid/no-bid decision
• Selecting and qualifying business opportunities of interest, based on rational criteria
• Employing competitive intelligence in capture planning
• Analyzing competitors’ positions from the customer’s perspective
• Refining the capture strategy – discriminators, theme statements, value proposition
• Creating action plans to implement strategy