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MustWin Pursuit and Capture Program

Improve your win rate. Improve your growth.

This program is for people who want to build organizations that reliably win contracts.

No. Let me rephrase.

This program is for people who want to build their entire company around reliably winning contracts.

This program is for people who want to grow by capturing the leads they chase, instead of chasing as many leads as they possibly can until they win something.

Convenient format for applied learning and continuous improvement

Each month there will be a new topic to focus on:

  • Week 1: Online training in that month's topic.
  • Week 2: Virtual meeting to answer questions, verify understanding, and introduce the assignment.
  • Week 3: More online training and working on the assignment.
  • Week 4: Assignment review and topic discussion.

With only one scheduled meeting every two weeks, it's easy to work the course around your schedule.

The assignments are designed to produce items of lasting value that are customized to your company. They are not repetitive drills. Each month the exercises will produce one or more checklists, forms, templates, etc. The goal is to demonstrate understanding while implementing things needed for your company to grow. It's applied learning with tangible takeaways and not just instruction. 

Join this greatly expanded program before May 31st and you'll get a $500 discount! Contact us below more for more information.

By carefully selecting topics we can tailor the program to address your most critical challenges

Each quarter we'll pick three topics based on what you'd like to improve. Each quarter you decide whether to continue so you're not locked in forever.  But you can use this structure to create a continuous win rate improvement program.

We offer three tracks that cover the pre-RFP phase, proposal process, and proposal writing. Here is a sample of the quarterly topics you can pick from. Each has three monthly topics and the same weekly agenda described above.

Pursuit and Capture Process Improvement

  • Improving your ability to fill your pipeline
  • Improving your ability to discover what it will take to win
  • Smoothing the transition from sales to the proposal
  • Improving your ability to capture what you pursue
  • Preparing to win the proposal before it starts
  • Continuous win rate improvement

Proposal Process Improvement

  • Improving proposal start-up
  • Figuring out what should go into your proposals
  • Defining proposal quality and proposal quality validation

Winning in Writing

  • Fundamentals of proposal writing
  • Responding to RFPs with the right words
  • Maximizing your evaluation score
  • Writing from the customer's perspective

Pick the topics that you need the most and turn the rest into a continuous improvement program. The ROI will add up. Greatly.

11 ways to use this approach to transform your company's growth

See also:
Pursuit and Capture Program
  1. If you are small, you can transition from being small and ad hoc to being mature and effective
  2. If you are large, you can reap huge benefits by improving your efficiency, effectiveness, and win rate
  3. Start from scratch and implement just the right amount of structure and process
  4. Fill gaps if you already have processes but still face challenges
  5. Prepare to graduate from your NAICS codes, small business status, 8(a) program, etc.
  6. Turn the art of prospecting into a science
  7. Reassess the resources and approaches you need to win
  8. Introduce capture management in between sales/business development and your proposals
  9. Instead of chasing more leads, win more of what you pursue
  10. Change your corporate culture to one based on growth
  11. Grow by continuously improving your win rate

We'll use all the resources of PropLIBRARY, including the MustWin Process and MustWin Now software, to streamline the implementation and get everyone on the same page.

Other options:

If you want a crash course, we can compress the topic schedule from a month down to a week, but it will be intense. You learn as much from the exercises and assignments as you do from the course materials. It will still be virtual, but you'll be spending hours each day on it.

We can also deliver this training in person. Pick your topics and how many days you want to spend in the classroom, and then reach out to us below so we can discuss it. 

If you need us to put pen to paper or provide hands-on help, we’ll provide it based on our hourly rate. We’re also willing to travel to provide training and onsite support, but in addition to reimbursement for travel and lodging, we charge by the day for this. We would rather develop your staff than burn billable hours, so you may not need our hands-on or onsite support. But we’re here for you if you need to fill gaps.

Moving forward:

There's just enough structure here to make it easy to move forward, while still enabling us to tailor things based on your needs.

This program costs $1,000 per month, paid by each quarter. You can continue indefinitely. We can set ROI targets and measure the results against them. That way you know the program is not simply paying for itself, but generating profit for your company. You can simply not continue if the targets aren't met. Or if you don't want to continue for any reason.

You can have up to 15 participants without additional charge. Up to 5 of them will get access to PropLIBRARY and MustWin Now for as long as you continue in the program. You can continue their access to PropLIBRARY and MustWin Now by continuing to pay the monthly subscription (it varies by the number of users, but for 5 users it's only $95/month). To provide access for all 15 users, it would be $1,500 per month and $215 per month to continue their access to PropLIBRARY and MustWin Now if you decide to not continue in the Pursuit and Capture Program. For other user counts, just ask.

Four easy steps for moving forward:

  1. Schedule a conversation to discuss it and help you select the most relevant topics. We'll send you a quote.
  2. When you pay for the first quarter, we'll schedule an orientation, set a start date, and open the first course module for you.
  3. One week you'll review the course materials and work on the assignments. The next we'll talk about how to apply what you've learned in your environment and provide feedback on the assignments.
  4. We'll alternate like that with a new topic each month.
Reach out to us below and have a discussion about our MustWin Pursuit and Capture Program before May 31st and
we'll discount participation in the program by $500.

Single users can also participate

If you want this training for yourself, we can scale parts of it down and make it affordable. For single users, the program will focus on providing online self-study with feedback. Instead of bi-weekly online meetings that are an hour or more, for single users we'll have half-hour Q&A sessions. The cost for single users is $500 per month, paid quarterly. Reach out to us below and we can discuss how the program can best support your goals.

Results matter

When taken to its conclusion, the result of this program will be:

  • A sustainable improvement in your win rate that more than covers the cost of the program. And then some.
  • Improved business development, capture, and proposal processes.
  • Staff who know how to execute those processes and are not dependent on us to keep them going.
  • A corporate culture that recognizes growth as the source of all opportunity, and how each person supporting a pursuit can contribute to that growth.

Let's discuss your challenges with preparing proposals and winning new business


Or click below to get on my calendar to talk by phone


Access to premium content items is limited to PropLIBRARY Subscribers

A subscription to PropLIBRARY unlocks hundreds of premium content items including recipes, forms, checklists, and more to make it easy to turn our recommendations into winning proposals. Subscribers can also use MustWin Now, our online proposal content planning tool.

Carl Dickson

Carl is the Founder and President of CapturePlanning.com and PropLIBRARY

Carl is an expert at winning in writing. The materials he has published have helped millions of people develop business and write better proposals. Carl is also a prolific author, frequent speaker, trainer, and consultant and can be reached at carl.dickson@captureplanning.com. To find out more about him, you can also connect with Carl on LinkedIn.

Click here to learn how to engage Carl as a consultant.

Proposal Help Desk
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In addition to PropLIBRARY's online resources, we also provide full-service consulting for when you're ready to engage one of our experts.

It all starts with a conversation. You can contact us by clicking the button to send us a message, or by calling 1-800-848-1563.

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