Mastering the Capture Phase

By the time a tender is published, much of what decides the outcome has already happened. The scope is set, the budget is fixed, and the buyer might have even formed a view about who can do the work. Everything before that point is called the Capture Phase, and it is the phase most underestimated.

The Masterclass picks up where the Foundation leaves off. It covers the discipline of running capture properly, plus three areas the Foundation deliberately doesn't touch: competitive positioning and price to win, building a capture team, and carrying capture intelligence into the bid itself.

Join us on the 27th of October at 12pm AEDT (9am AWST)

Who this is for:

•     CEOs and senior leaders who need control of the pipeline before it reaches proposal stage

•     Bid and BD leaders ready to run capture as a governed process

•     Anyone already engaging customers early

By the end, you'll be able to:

•     Build a capture plan that stays current

•     Run gates decisions properly

•     Use probability of win to allocate finite resource and make researched no bid decisions

•     Assess your position honestly, name real discriminators, and anticipate a competitor’s play

•     Let price to win shape the solution rather than the other way around

•     Select and brief a capture team

•     Schedule capture against a procurement timeline you do not control

•     Carry capture intelligence into the bid itself, which is where most of this work is lost

Agenda (60 min content + 15 min Q&A):

•     The capture plan: structure, ownership, and keeping it current

•     Decision gates and how to run them

•     Probability of win as a resourcing decision

•     Competitive assessment and real discriminators

•     Price to win, and how it drives the solution

•     Building and resourcing the capture team

•     Scheduling against an uncertain procurement timeline

•     From capture plan to bid content

•     Live Q&A

Presented by Eliza Carbines

CEO of Tender Relief and CP APMP-certified bid strategist with over fifteen years in global tendering. Former Chair of APMP APAC (2021 to 2024), WA Small Business Development Corporation Board member, and recognised across Australia as a leading voice on strategic tendering and procurement reform.