#capture management
Featured Content for capture management
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The difference between marketing, business development, sales, and capture has nothing to do with titles. The difference is purely functional and it matters. People misuse the labels all the time because there is a lot of overlap and they prefer one title over the other. But you need some of each, even if you are short staffed and the titles people have don’t match. The goal of marketing is to attract customers so that you can sell to them. There are many approaches to attracting custo
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Why the job of capture manager is impossible and how your fate is determined by what you do about it
Capture management requires organizational development and not just a lucky hire. Sure it's possible to hire someone who can herd the cats and win a pursuit. Maybe win some more. There are some great capture managers out there. But there's a reason that turnover for capture managers is so high. And why on average most companies' win rates are so low. Winning consistently requires organizational development and not just relying on luck. When the luck runs out, most companies blame their capt- 0 comments
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A Capture Manager is a dedicated person assigned to winning a business pursuit, and provides the leadership, coordination, resource allocation, strategy, and management needed to prepare the winning bid. A Business Development Manager is responsible for opening new territories and markets and generating a whole portfolio of leads. They feed the open end of the pipeline with leads and qualify them. Capture Managers are most often used for large complex pursuits with long sales cycles, w
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