Why capture? - isn’t it all about price!
After attending this presentation, participants will understand the importance of the capture phase of business development - and how doing it well will help them improve their win rate.
About Tony Birch
Tony Birch is the founder and Managing Director of Shipley Limited in the UK. Elected a Fellow in 2006, Tony served on the main board of the APMP for four years. A fully accredited proposal professional under the APMP accreditation programme, Tony’s background is in sales in the defence & IT sectors.
Since founding Shipley, Tony has trained sales and bid professionals around the world. He works with companies in sectors as diverse as automotive, construction, defence, finance, information management, insurance, IT services and telecoms.
After attending this presentation, you will understand why capture is a critical phase of the business development process.
Research shows that companies that have high win rates all invest a significant proportion of their business winning budget in the capture phase - i.e. before the RFP is issued.
This presentation will discuss the activities that are important during the capture phase and how they lead to more customer-focused proposals that have a better chance of winning. It will explain what you need to elicit from your prospective customer during the capture phase – the critical information that will give you a competitive advantage when preparing your proposal.