Capture training
precision capture management
capture management training
ONE day course | £6000 + VAT
An arms race has begun, with successful work winning functions actively shaping opportunities with clients for themselves and excluding others. Our capture management training helps you increase win rates, drive higher likelihood of negotiated deals, reduce cost of sale and improve margins through enabling a precision capture management process.
successful capture planning and execution
We teach how to drive successful capture planning and execution through pinpoint research, aligned tactical marketing reach-back, co-creating solutions and extending influence with - the right people, right place, right time - having insightful conversations with clients.
The content is delivered by Jeremy Brim, a Capture specialist with 20 years of experience in pursuit of opportunities of all sizes across the private, public and federal sectors on a global, regional and local scales.
Lead Trainer
Learn more about Jeremy
Jeremy Brim
Capture course contents
The capture management course deep dives into each element of capture, including:
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Overview of KAM Best Practice
Defining and selecting key accounts
KAM within the business growth agenda / operating model
Key Account Management models
KAM team
Structure
Competencies
Selection
key account manager responsibilities
Management / Sponsorship
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Client business plan, pipeline and objectives
Our objectives
Three Year Business Plan for the Account
One year goals and objectives
Desired position and importance to them
Gathering Research
Internal buy-in
KAM Plan set up and management
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Relationships
Initiating, protecting and strengthening relationships
Relating to Buyers Wants
Journey to trusted advisor
Relationship planning
Understanding structures
Relationship Assessment (Friends / Allies / Protester / Enemies)
Sphere of influence
Zippering
Succession
Engaging with the client and influencers
Understanding people styles
SPIN
‘What we finds’
Advanced Questioning
Action Planning
Regular Reviews
Campaign management
Solution
Understanding how the client makes buying decisions
Co-solutioning
Teaming / partnering / alliances
Leveraging Supply chains
Proposition Development
Understanding the clients needs / pain points
Our differentiators and USPs
Value based Pricing
Value Propositions
Influence and persuasion
Proactive proposals
Account Based Marketing
Interface with marketing plans
Thought Leadership
Leveraging Marcoms channels, inc digital
Events
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Negotiation
Transition to Capture and/or proposals
Ongoing Performance Management
Management of live work
Planning to re-compete
Net Promotor client CX surveys / interviews
Annual Reports
KPIs / league tables
KAM Programme Reviews and Continuous Improvement
Get in touch for details of our capture Management training course
APMP Capture Practitioner Certification Training
As an Association of Proposal Management Professionals (APMP) Approved Training Organisation, our team has developed our capture training course as a fully detailed Capture Practitioner Certification preparation course too.
The course is valuable for anyone with leadership, business development, capture or bidding related responsibilities. The course is also an accredited enabler for anyone around the world to prepare effectively for the APMP Capture Practitioner examination if they so wish.
The course leverages APMP best practice, bringing to life all the Capture related elements of their Body of Knowledge, as well as some additional added value content from our own methodology and experience.
Client success stories
What our clients say
Jeremy is without a doubt one of the best brains on Capture Planning that there is in the UK right now. Not only is Jeremy hugely knowledgeable on the subject, with a wealth of practical experience, but his no-nonsense approach makes a refreshing change from traditional teaching methods. For anybody looking to gain this accreditation or who needs help translating the principles into real life, I would definitely recommend Jeremy!
—Rebecca Ridley, Head of Bids and Proposals, Rullion