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Capture Planning: How to Organize a Project Pursuit

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

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Testimonials

“The examples of opening a presentation were beneficial and I also agree rehearsal or practice is important, overall I thought it was a good overview and good pointers when preparing to present.” — John S.
“I liked the section regarding different types of clients and how to handle them. I had noticed that before with clients, but it was good to hear a different take.” — Richard B.
“Jim had some good pointers on how to name drop when cold or warm calling a potential client.” — Don S.
“Using a real proposal was an effective means to summarize the items Jim has been teaching over the last several months.” – Donald S.
“I thought the presentation was great. I have trouble w/ public speaking at this time and I really learned a lot of good tools to use in my next engagements.” — Brian B.
“Appreciate the tips on how to ask for referrals— great info!”—Jennifer C.
“The seminar was a good overview of several key factors that will aid anyone in building and maintaining client relationships.” — Michael K.
“I actually caught myself interrupting a client on the phone call that preceded this webinar. Your tips of pausing before speaking would have helped. Great communication tips.” – Kevin
“I felt the program was good. I like that it was interactive.” – Javier R.
“I plan on using all 4 of the learning objectives on the next proposal I am involved in.” – Diana W.

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