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Are we truly leveraging the full potential of capture management?

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Discover how enhancing your capture management processes can transform your organisation's success rates and client engagement.

Recently, one of our team had an eye-opening conversation with a client who revealed that they only run a very basic level of capture on less than 5% of their opportunities. This got me thinking – how many of us are truly leveraging the full potential of our capture management processes?

To explore this further, Graham Ablett conducted a LinkedIn poll to understand how often organisations run comprehensive capture or campaign processes on their opportunities. The results were quite revealing.

The poll revealed that 55% of organisations support less than 10% of their opportunities with capture processes. Meanwhile, 14% of respondents indicated that they apply capture management to 11-30% of their opportunities, and 9% do so for 31-60% of their opportunities. Notably, 23% of organisations reported implementing capture management on over 60% of their opportunities, highlighting a significant variance in how extensively organisations leverage capture management techniques.
The poll results indicate that a significant majority of organisations are not fully utilising capture management processes. More than half of the respondents (55%) run comprehensive capture processes on less than 10% of their opportunities. This suggests that there is a substantial opportunity for improvement in how we approach capture management.

The importance of comprehensive capture management

Comprehensive capture management is crucial for maximising the chances of winning opportunities. It involves thorough research, strategic planning, and effective execution. By investing time and resources into a comprehensive capture process that scales to cover all of their opportunities, organisations can better understand their clients' needs, tailor their proposals, and ultimately increase their win rates.

All organisations should evaluate their current capture management practices and consider the benefits of a more comprehensive approach. By doing so, we can unlock the full potential of our opportunities and achieve greater success. You can test your current approach by using the Proposal Benchmarker™. Or feel free to connect with one of our experts to discuss your approach by emailing us at This email address is being protected from spambots. You need JavaScript enabled to view it..

Read more about approach to capture here. And catch up on our latest capture-based research papers here.

In summary...

Discussions with our clients and the poll results have highlighted a critical area for improvement in our industry. Let's take this as a call to action to enhance our capture management processes and drive better outcomes for our organisations.


To find out more about the key skills and tools necessary to develop powerful, compelling proposals contact our experts on 0800 009 6800 or email us at This email address is being protected from spambots. You need JavaScript enabled to view it.
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