Proposals 101 Module 1: Capture Planning
Recorded On: 02/13/2019
Capture planning is an essential element in winning pursuits. It’s a methodical process in understanding the client and decision-makers, the potential project and opportunities, and the competitive landscape—then turning that into a winning proposal. It often requires a full team of business development, marketing, and technical professionals.
As you can imagine, much of the capture planning effort happens before the RFP is released. An effective capture plan ensures that your business and marketing efforts align with your proposal strategy and the way you want to position your firm.
In this session, the instructor will introduce the key elements of capture planning. Participants will discuss ways to develop customer-specific strategies to help foster relationships and create compelling and compliant submissions that win.
During the session, participants will learn:
- How to define capture planning and understand why it is important
- Key elements of a capture plan
- How to figure out customer’s hot buttons
- How to utilize capture planning to differentiate your firm
- How to leverage your capture team’s feedback to create successful proposals
Lindsay Diven, CPSM
Senior Consultant, Full Sail Partners
Lindsay Diven has more than a dozen years of hands-on experience in professional services marketing and business development for the A/E/C industries. Currently, she is a senior consultant for Full Sail Partners specializing in CRM implementation, training, and strategy for A/E/C firms nationwide. She also manages Marketers Take Flight, an A/E/C-industry specific marketing and business development training website. She has extensive capture planning and proposal management involvement, in responding to government municipalities and private sector clients domestic and internationally. Diven has served as the education and membership directors for SMPS Central Florida and is currently serving as the co-chair of communications for the SMPS Southeastern Regional Conference.