By Marian Paton on Sunday, 16 November 2025
Category: Blogs

From training to transformation: Using capture benchmarking to drive change

Capture training is just the beginning, benchmarking helps build the case for lasting organisational change.

Turning capture capability into strategic momentum

The challenge​
Training a bid team in capture principles is a great first step. But without a clear organisational process or defined roles, capture risks becoming a siloed skillset rather than a strategic capability. The challenge lies in translating training into transformation.

Overcoming the challenge​
During a recent APMP Capture Practitioner course with a financial services organisation, we saw this challenge first-hand. The bid team were enthusiastic about applying capture to support earlier-stage opportunities, especially large retentions and high-value new business. But they quickly realised that embedding capture required more than individual certification.

That's where our Capture Benchmarker tool came in. By assessing their current capability, the team were able to identify gaps to feed the compelling case for change. Their intention is that this starting point becomes the foundation for a broader transformation programme, that will include:

Process design:​​

Creating a documented, repeatable capture process with clear gates and reviews​.

Resourcing strategy:

Deciding whether to build a centralised capture team or train business development, account managers, and bid managers to take on capture roles​

Stakeholder engagement:

Securing buy-in from subject matter experts across the business, whose input is critical to shaping opportunities early​

Governance and visibility:

Establishing oversight and accountability for capture activities

The benchmarking exercise, in unison with training, is helping the team move from "we've been trained" to "we're ready to lead change." It gave them the insight and confidence to advocate for capture as a strategic capability, not just a bid team tool.​

How we can help

​We support organisations to embed capture through:

Capture scenario training and APMP certification​
Capture benchmarking and capability assessment, starting with our new free-to-use capture benchmarker​
Process design and transformation support​

Strategic use of AI in opportunity development


​Capture isn't just a skill, it's a strategy. To find out more about how our tools and training can help you embed capture across your organisation,​ contact our experts on 0800 0096800​ or email us at This email address is being protected from spambots. You need JavaScript enabled to view it.​

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