Capture Plan Crucial for Sales Success
By William Feyk Capture management helps to support opportunities for a company to successfully pursue sales leads for major projects or long-time accounts. Any organization or government agency that is considering large projects and vendor agreements will demand quality and value; they expect comprehensive competitive bids that spell out the terms of potential contracts. A capture manager develops a plan of action, and follows the lead throughout the bidding and sales process. Pursuing a major bid opportunity requires significant resources of time and energy. Dedicating a specific capture manager to the process allows for sales personnel to focus on ongoing activities that maintain cash flow and fill the sales pipeline. The capture manager assesses and quantifies any opportunities, assessing whether the investment necessary to winning the award makes sense in terms of anticipated profit. He or she also determines a timetable based on bid deadlines, defines solutions necessary to meeting the client’s needs, evaluates the competition, and creates a strategy for securing a contract. About William Feyk: A veteran of the United States Army, William Feyk served his country for more than thirty three years, ultimately rising to the rank of Brigadier General. He now serves as an industry consultant. For more information, visit WilliamFeyk.net.