BID CAPTURE PROCESS
BID CAPTURE AND PURSUIT PROCESS
Bid capture planning is the generalised process organisations use to identify new business opportunities and position themselves against a market backdrop. It includes such elements as political climate, environmental considerations, economic factors, etc. (see PESTLE).
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SO WHAT MAKES A GREAT CAPTURE PLAN?
A capture plan is intended to ensure your potential customer is given every opportunity to prefer you over a competitor in advance of proposals being submitted. Capture planning is linked into your overall business planning. Different companies interpret capture planning in varying ways and the definition given here should not be taken to be…well, as definitive.
Capture planning is interchangeable with other sales related processes, such as, business development, account planning or sales budgeting and if determined to be a separate endeavour, then it links into all disciplines.
Well thought through capture planning can result in (amongst other things):
- Greater efficiencies in the bid management and development phase
- More collaborative bid teams with clear and unified objectives
- Better informed bid/no bid decisions
- Better developed empathy with the customer
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WHAT MAKES A GOOD PURSUIT PLAN
Bid Pursuit is the process followed to win a specific opportunity and, like the definition of Bid Capture, can be (and often is) described fluidly by different organisations. For our purposes here, we will say that the pursuit element of winning bids is the entire process from initial opportunity identification through to award.
PURSUIT PLAN ELEMENTS
Solution design and delivery planning
Identifying and appointing bid team personnel and SMEs
Storyboarding and win themes
Bid Value Matrix (BVM) completion