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
