Capture and proposal planning creates preference with your clients before the proposal’s release. It helps you create a persuasive winning strategy. Through systematic research and analysis of the client, the competition and the opportunity, you can formulate a winning strategy.
Developing a winning strategy is an integral part of any proposal. Early engagement and a good understanding of the client and opportunity are critical.
You can test and further develop your strategy with the client by defining a winning strategy during the capture planning stage (rather than when the proposal is out).
Why is a winning strategy important?
- It gives you the best chance of winning
- Helps develop a client-focused and compelling proposal
- Aligns your offer with the client’s needs and buying criteria
- Differentiates your solution and offer from the competition.
TIP: Knowledge about the depth of client relationships, incumbency, project drivers and issues, skills and experience, resources for the project, and competitor analysis are crucial information and must be available in a knowledge repository.