Description
CAPTURING NEW BUSINESS
In this online, virtual 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.
The online course model consists of live, virtual, instructor-led sessions conducted over 2 days. Participants work on a case study during 1-hour breaks and practice applying tools and techniques.
Learn how to:
- Know when to step in to influence the customer’s decision by understanding their buying process
- Effectively allocate responsibilities based on a clear definition of the roles of capture planning
- Make defensible bid/no-bid decisions using Pwin (the probability of win) to prioritise where you focus your efforts
- Build a Win Strategy tailored to the customer using simple tools to analyse and apply your knowledge
- Maintain progress towards a winning position by developing and executing a capture action plan
Course content includes:
- Recognising 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\
Who Should Attend:
- Capture Managers
- Opportunity Managers
- Business Developers
- Sales Professionals
- Sales Management
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