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Capturing New Business (Online) 1-Day Online Course
An online course to help learners understand the roles, responsibilities, techniques, and tools needed to improve your organization’s competitive position before your customer releases a request for proposal. • Three 1.5 hour lessons
• Two 1-hour breaks between lessons for completion and submission of exercises
Course Description • Recognize the customer buying process
• Make the Interest Decision—Follow a checklist to determine if the opportunity generates enough interest to pursue, based on alignment with your organization’s strategic direction • The Capture Planner—Use an effective tool to gather and track opportunity information Break 1: 1-hour to review materials Assignment: Use Pwin Calculator to calculate the case study Pwin Session 2 (1.5 hours): Capture Planning Lesson 2: Capture Planning • Understand the Customer—Research the key personnel, decision makers, evaluation process, buying history, and issues regarding the opportunity • Understand the Competition—Research your competitors’ strengths, weaknesses, probable solutions and gaps, and any discriminators • Make the Pursuit Decision—Follow a checklist to determine if you should pursue the opportunity, based on what you now know, and update your Pwin • Update the Capture Planner—Add customer and competitor information to your tool
• Understand the roles and responsibilities of capture planning • Use Pwin (the probability of win) to evaluate factors leading to a bid/no-bid decision • Select and qualify business opportunities of interest, based on rational criteria • Develop an action plan for pursuing qualified opportunities Pre-Course: Case Study Review • Review a customer opportunity case study Session 1 (1.5 hours): Identifying and Qualifying Opportunities Lesson 1: Identifying and Qualifying Opportunities • Review Opportunity and Capture Management— Understand roles and responsibilities in the process and learn how to use probability of winning (Pwin) as a measure of whether to pursue a bid or not • Identify and Qualify an Opportunity—Research the essential elements of an opportunity and prepare to make an informed interest decision
Copyright Shipley Associates.
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Shipley Training Catalog
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