Capture Planning: How to Create a Winning Project Pursuit Plan and Make Better Go/No-Go Decisions

Presenter: Jim Rogers and Anthony Fasano, PE

Target Audience: Seller-Doers, Account/Project Managers, and BD/Marketing Pros

Goal: Learn how to create a project pursuit plan to make a good go/no-go decision.

Duration: 1 Hour

Whether you formalize your thought process in a formal document or a brief email, the thought process for discovering the keys to winning over the client ideally should happen prior to the RFQ. By preparing a Project Pursuit Plan, you can uncover information that others will not ... and you will get a leg up on your competition.

Learning Objectives: The purpose of this module is to help you learn how to prepare a pursuit plan (aka, capture plan) for a specific project. In this module, you will learn how to:

• Perform decision-maker analysis that uncovers technical and human “hot buttons,”
• Analyze your team’s strengths and weaknesses,
• Analyze competitors to help neutralize threats, and
• Prepare project pursuit plan.

WHAT ACTUAL CLIENTS ARE SAYING

“Great techniques.” — Jennifer

“The webinar was helpful to understand the key components of developing a pursuit plan.” — Michael

“As always it was great to get a perspective from actual professionals who utilize these skills. I will definitely use the tools presented in anyway I can for my own projects and/or upcoming leads.” — Brian

“The spreadsheets discussions while presenting were helpful to understand the process; I feel actually having access to whom the decision makers are may be difficult to unearth in many cases but makes sense when available.” — John

“Interesting to plan the pursuit.” — Ryan