Video: Introducing capture management at your company
Why it's important and what it requires to be successful
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...
0:55 I explain why implementing capture management is a fork in the road
4:40 I address what happens if you don't have capture management
8:40 I talk about how to double your revenue without chasing more leads
9:56 I talk about increasing win probability and ask who is going to do it all (hint: capture management is important)
12:20 I explain why companies are doomed without capture management
15:50 I discuss why you need more than just to hire someone to have a capture management function
18:49 I describe the primary thing that capture managers need
26:02 I explain what is key to winning proposals
27:36 I describe how to quantify whether you are ready to win or not
33:07 I discuss how capture management forces companies to mature
38:48 I describe how to inform people about the value of capture
39:05 I explain why capture is not expensive
40:00 I explain why you can't half-ass it
50:10 I show how to tell if you are leaving money on the table
Our MustWin Pursuit and Capture Program provides insights like these to help companies increase their win rate.
Enjoy!
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Carl Dickson
Carl is the Founder and President of CapturePlanning.com and PropLIBRARY
Carl is an expert at winning in writing, with more than 30 year's experience. He's written multiple books and published over a thousand articles that have helped millions of people develop business and write better proposals. Carl is also a 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.
