Carl Dickson

<p> This exercise involves working with things that you may already have and making them better to mature your process. If you do not have everything you need for a quick start, now is the time to fill those gaps. If you do have them, now is the time to make them better. </p>

<p> Carl Dickson of PropLIBRARY discusses capture management, how and why to introduce it at companies that don't have it, and some tips for making it successful at companies that already have capture management. At... </p> <p> 0:55  <em>I explain why implementing capture management is a fork in the road</em><br> 4:40  <em>I address what happens if you don't have capture management</em><br> 8:40  <em>I talk about how to double your revenue without chasing more leads</em><br> 9:56  <em>I talk about increasing win probability and ask who is going to do it all (hint: capture management is important)</em><br> 12:20  <em>I explain why companies are doomed without capture management</em><br> 15:50  <em>I discuss why you need more than just to hire someone to have a capture management function</em><br> 18:49  <em>I describe the primary thing that capture managers need</em><br> 26:02  <em>I explain what is key to winning proposals</em><br> 27:36  <em>I describe how to quantify whether you are ready to win or not</em><br> 33:07  <em>I discuss how capture management forces companies to mature</em><br> 38:48  <em>I describe how to inform people about the value of capture</em><br> 39:05  <em>I explain why capture is not expensive</em><br> 40:00 <em> I explain why you can't half-ass it</em><br> 50:10  <em>I show how to tell if you are leaving money on the table</em> </p> <p> Our <a href="<___base_url___>/proplibrary/item/1411-mustwin-pursuit-and-capture-program/" rel="">MustWin Pursuit and Capture Program</a> provides insights like these to help companies increase their win rate. </p> <p> Enjoy! </p>