Would you marry someone without first going on a date? Would you go into business with someone without knowing them and trusting them first? Why capture management planning is essential for your business. KEY POINTS If you’re serious about pursuing new business by responding to tenders, create an action-focused Capture Management Plan Get senior management commitment, allocate resources and a person(s) responsible to deliver on the Plan Remember, you wouldn’t marry someone before going on a date, why would anyone do business with you without knowing and trusting you first? For the client it is difficult to pick the opportunists from those genuine suppliers who want to enter an enduring, mutually-beneficial business partnership I took a call from a major contractor recently who was frustrated at not being able to win tenders. “Seems they always do business with t... more