Issue 8 - Catch Me If You Can

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Capture Management is without question in vogue. It may have been enshrined in your sales process for years, or perhaps you are new to the concept and considering its merits? Either way, it’s a pretty certain bet that one of your competitors is investing heavily in it right now.

At times I find Capture Management a tricky concept to pin down. I often feel it has an air of mystery surrounding it and despite 25 years in our profession, I still can’t decide if it’s a skill, a dedicated role, an entire function, or a combination of all three.

I have worked with some brilliant Capture Managers who have carved out entire careers, but equally I have worked with Bid Managers that simply treat it as one of their responsibilities as part of the bid process. As with most things in our profession, I don’t believe there is a one-size-fits-all approach.

Whatever your view on Capture Management, there is no denying it can transform your ability to win business if the right approach is adopted. In Bidding Quarterly 8, our experts offer many different perspectives on how to generate maximum business benefit from its adoption. As well as fantastic contributions from our regular panel of experts, we have brilliant articles from several highly respected guest writers including Tony Birch, Steve Webster, Sarah Hinchliffe, Tim Snell and Jeremy Brim.

If Capture Management is near the top of your to-do list, I’m confident the opinions, advice and experiences our contributors openly share will accelerate your journey to developing a robust capability.

Martin Smith
Managing Director, Bid Solutions

In this issue

  • Marketing is Capture Management’s Best Kept Secret

    Simon Wellstead

    “Never heard of it!” That’s what I said when Martin asked me to write an article on Capture Management a few months ago. We weren’t off to the best start.

    Read more

  • Customers Appreciate Capture Planning – When It’s Done Right!

    Tony Birch

    Without necessarily knowing what it is, customer organisations appreciate sellers that practice capture planning because, to them, it means that potential suppliers are taking the time to interact with them to understand their needs.

    Read more

  • Go Fishin’

    Nigel Hudson

    You may not know it, but I’m better known as an angler than a bidder. I’ve written several fishing books, I edit an angling magazine, and have spent more than forty years chasing fish only to put them back once I’ve caught them.

    Read more

  • Effective Renewal Strategies

    Graham Ablett

    For too many sales and account teams, developing proposals is a largely reactive task – waiting for the RFP or Tender to land and then furiously scurrying around to get a response out of the door.

    Read more

  • The Ideal Client!

    Andy Haigh

    For us, Capture Management is all about finding out who looks like they will be a good client, uncovering what they really need and then working out how we can give it to them better than anyone else. If we can get this right, writing the bid is a complete doddle!

    Read more

  • Spotlight

    Bid Solutions

    Holger is an independent bid consultant who spends most of his time working in his beloved field of civil engineering. He supports clients’ infrastructure bids in the sectors of rail, utilities, highways, defence, energy from waste, nuclear, aviation, and security. We at Bid Solutions know Holger well but we still had some questions that we fancied asking him to find out a bit more about what makes him tick.

    Read more

  • One Size Doesn’t Fit All!

    Steve Webster

    A new acquaintance recently asked, “What do you do?” I responded by introducing myself as a ‘Pursuit and Capture Practitioner’. This left my new friend puzzled.

    Read more

  • In Praise of Pre-Proposal Planning

    Jon Williams

    “Ah”, they murmur: “Writing the proposal’s the easy part. These days, it’s all about ‘capture’. That’s the future for our profession. That’s what the clever people are all doing now.”

    Read more

  • Let’s Have a Crack at This One…

    Pippa Birch

    CLIENT: “Hi Pippa, here are the documents to a really interesting opportunity we would like to have a go at.”

    Read more

  • Capture Their Hearts

    Sarah Hinchliffe

    In the early ‘80s, I was privileged to join what was then ICL – now owned by and known as Fujitsu. I was a rookie graduate, bag-carrying for a seasoned salesman in a team responsible for the Royal Air Force account.

    Read more

  • Good Capture = Better No-Bid Decisions

    Tim Snell

    Capture is still somewhat misunderstood and under-used. This is despite its growing popularity and the increasing recognition of the value of better capture and pre-proposal engagement. However, when used well, it can be a powerful, business-winning technique that delivers excellent results.

    Read more

  • Capture, Creating Great Opportunities

    Jeremy Brim

    2020 has to be the year of Capture Management and it’s about time. You’ll hear a lot of noise about Capture this year, but what is all the fuss about?

    Read more