Capture Management

Objective

Learn how to strategically prepare your business opportunity and how to win the contract prior to requesting a quote. The right positioning with the customer is crucial to win a tender. The training is based on the principle of Capture Management, BD-CMM® concept and APMP Body of Knowledge.

Why attend the Seminar?

Improve your sales effectiveness with proven business development, processes, tools and techniques that support your sales objectives.

Learn to:

• Prepare a capture plan; define capture management roles
• Align your sales and proposal strategies
• Develop a persuasive sales strategy
• Collect all information required for the proposal
• Understand your customer - Hot Buttons
• Understand your competition

COURSE MODULES:

Capture Management will teach you to select the right information to get a close customer relation and allocate resources in a way that improves your capture rate.

1-Foundation of Business Development

• Evaluate your company position
• Define your areas of improvement
• Develope an Implementation Plan

2-Introduction into Capture Management

• Understand customers
• Knowing the competition
• Communicate own added value
• Collect information for the Proposal Preparation

3-Prepare Capture Plan and First Draft Executive Summary

• Structure of Executive Summary
• Elements of a Competitive Executive Summary
• Concept of GIFBP
• Theme Statements, BCM and importance of Visuals
• Create an Executive Summary with your group
  

COURSE MATERIAL:

• Training material
• Case studies
• Concepts and templates
• Learning management system (LMS)
• Testing and questioning of what has been learned
  

ORGANISATION:

The training takes place online and is supported by our BidBox LMS. All materials are available to the participants online. After successful registration, participants will receive access to the BidBox Learning Management System and a link to the TEAMS training area.

BidBox LMS: You can register on our BidBox LMS free of charge.

Trainers:

The training is conducted by experienced consultants/trainers from the industry which are APMP Certified.

Participants will receive a TEAMS link to participate in the training after a confirmation of participation. Further information can be obtained from the BidBox training team.

Email: training@bidbox.org

Tel.: +49 2103 8807810