Capture management in Defence
Embedding a new capture management capability into a secure infrastructure management company and using it in anger on a maritime support bid
We were asked to implement a new capture management capability to be an integral part of the client’s business development operations, enabling them to compete successfully for strategic contracts.
One such contract was a multi hundred £m opportunity for a defence maritime support contract. The new capture management capability was applied to this opportunity, which helped test and refine it whilst benefitting a live deal. This involved leading by example and taking the team on the journey through the various new capture activities with coaching and training to embed the understanding and gain buy-in to the concept.
The biggest impact was made by using pre-mortems to identify early the potential reasons for losing while there was time to fix the root causes. This led to an overall more robust and informed capture strategy.