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37 problems to solve for successful pursuit and capture

You'll need to solve these problems to get into position to win before the proposal starts

Pursuit and capture set the stage for the proposal. But while the proposal process gets a lot of attention, pursuit and capture are often left to someone to just figure out. The roles are commonly referred to as sales, business development, or capture. Without much process or at least guidance, the entire pre-RFP phase can devolve into an exercise in lead tracking instead of lead pursuit and capture.

This table implies what you should accomplish during pursuit and capture. You can build a process around it. But even if you don't have much of a process, you can improve performance simply by using it as a checklist.


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