Streamline your business strategy with our Capture Planning Template, facilitating opportunity identification, competition analysis, resource planning, and improved client relations.
1
Identify potential opportunity
2
Conduct initial assessment
3
Establish capture team
4
Develop understanding of customer's needs
5
Analyse competition
6
Determine company's win strategy
7
Approval: Win strategy
8
Develop Capture Plan Document
9
Identify required resources
10
Designate roles and responsibilities
11
Develop preliminary proposal outline
12
Identify key messages to communicate
13
Approval: Key messages
14
Prepare for customer meetings
15
Developing customer relationships
16
Evaluate and refine capture strategy
17
Develop proposal planning documents
18
Prepare for proposal submission
19
Approval: Proposal Submission
20
Review and improve Capture Plan process
Identify potential opportunity
Think about possible opportunities that could benefit the company. Consider factors such as market trends, customer needs, and industry developments. The goal is to identify potential ventures that align with the company's strengths and goals. What strategies can be used to identify and evaluate potential opportunities?
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Technology
2
Finance
3
Healthcare
4
Manufacturing
5
Retail
Conduct initial assessment
Perform an initial assessment of the identified opportunity. This step helps in understanding the feasibility and potential profitability of the opportunity. What factors should be considered during the initial assessment? How can potential risks and challenges be identified and mitigated?
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Market analysis
2
Competitor analysis
3
Cost analysis
4
Risk assessment
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Resource evaluation
Establish capture team
Form a dedicated team to manage and execute the capture planning process. Each team member should have the necessary skills and expertise to contribute effectively. Who should be part of the capture team? How can the team collaborate efficiently to achieve the desired results?
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Project Manager
2
Sales Representative
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Technical Expert
4
Marketing Specialist
5
Financial Analyst
Develop understanding of customer's needs
Gain a deep understanding of the customer's needs, preferences, and pain points. This knowledge will guide the planning and development of the capture strategy. How can the capture team gather information about the customer's needs? How can they analyze and prioritize these needs effectively?
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Technology
2
Finance
3
Healthcare
4
Manufacturing
5
Retail
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Customer surveys
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Interviews
3
Market research
4
Competitor analysis
5
Social media listening
Analyse competition
Analyze the competitive landscape to understand the strengths and weaknesses of competitors. This analysis will help in identifying unique selling points and differentiating the company from competitors. What methods can be used to gather information about competitors? How can the analysis be used to inform the capture strategy?
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SWOT analysis
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Market research
3
Competitor websites
4
Industry reports
5
Customer reviews
Determine company's win strategy
Define the win strategy that will guide the capture planning process. This strategy should highlight the company's unique strengths and value proposition. How can the capture team identify the company's competitive advantages? How can these advantages be leveraged to increase the chances of winning the opportunity?
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Product innovation
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Cost leadership
3
Customer service excellence
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Strong partnerships
5
Brand reputation
Approval: Win strategy
Will be submitted for approval:
Determine company's win strategy
Will be submitted
Develop Capture Plan Document
Create a comprehensive capture plan document that outlines the strategy, goals, and action steps for winning the opportunity. This document will serve as a roadmap for the capture team. What sections should be included in the capture plan document? How can the document be structured effectively to ensure clarity and ease of use?
Identify required resources
Identify the resources required to execute the capture plan effectively. This includes personnel, technology, equipment, and any other resources needed. How can the capture team determine the necessary resources? How can they ensure that the required resources are available and properly allocated?
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Personnel
2
Technology
3
Equipment
4
Financial
5
Logistics
Designate roles and responsibilities
Assign specific roles and responsibilities to each team member involved in the capture planning process. This ensures clear accountability and effective coordination. How can the roles and responsibilities be assigned in a way that leverages each team member's strengths and expertise? How can effective communication and collaboration be fostered?
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Project management
2
Market research
3
Proposal development
4
Customer relationship management
5
Financial analysis
Develop preliminary proposal outline
Create a preliminary outline for the proposal that will be submitted to the customer. This outline should structure the proposal and guide the content development process. What sections should be included in the preliminary proposal outline? How can the outline effectively communicate the value proposition?
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Executive summary
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Introduction
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Methodology
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Timeline
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Budget
Identify key messages to communicate
Identify the key messages that need to be communicated to the customer. These messages should highlight the company's unique value proposition and address the customer's needs. How can the capture team identify the key messages? How can they ensure consistency and clarity in the messaging?
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Value proposition
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Differentiation factors
3
Customer benefits
4
Success stories
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Call to action
Approval: Key messages
Will be submitted for approval:
Identify key messages to communicate
Will be submitted
Prepare for customer meetings
Plan and prepare for meetings with the customer to discuss the opportunity. This includes setting objectives, preparing materials, and anticipating potential questions or concerns. How can the capture team effectively plan and prepare for customer meetings? How can they ensure a productive and engaging discussion?
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Presentation slides
2
Meeting agenda
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FAQ document
4
Competitor analysis
5
Case studies
Developing customer relationships
Build and nurture relationships with the customer throughout the capture planning process. Strong relationships increase trust and improve the chances of winning the opportunity. How can the capture team establish and maintain positive relationships with the customer? How can they demonstrate credibility and reliability?
Evaluate and refine capture strategy
Regularly evaluate and refine the capture strategy based on feedback, market changes, and new insights. This ensures that the strategy remains relevant and effective. How can the capture team gather feedback and insights? How can they analyze and implement improvements to the capture strategy?
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Customer feedback
2
Competitor analysis
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Market trends
4
Internal reviews
5
Industry expert insights
Develop proposal planning documents
Create the necessary documents and materials for developing the proposal. This includes templates, guidelines, and checklists for the proposal development process. What documents and materials are required for effective proposal planning? How can they be organized and shared with the capture team?
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Proposal structure
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Content outline
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Resource allocation
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Milestone timeline
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Review process
Prepare for proposal submission
Ensure all the necessary components of the proposal are completed and ready for submission. This includes reviewing, editing, and finalizing the proposal content. How can the capture team ensure that the proposal meets all the requirements? How can they ensure that the proposal is error-free and compelling?
Proposal submission confirmation
Approval: Proposal Submission
Will be submitted for approval:
Prepare for proposal submission
Will be submitted
Review and improve Capture Plan process
Regularly review and improve the Capture Plan process to enhance efficiency and effectiveness. This includes identifying areas for improvement, implementing changes, and gathering feedback from the capture team. How can the Capture Plan process be optimized? How can the team ensure continuous improvement?
