Understanding 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 is the most underestimated phase.

In this session you'll learn, what the capture phase is, why your influence is restricted the moment the request is released, where the opportunity for capture genuinely exists, and what to do in that phase.

Choose from two sessions:

• Tuesday, 20th of October at 3:00pm AEDT (12:00pm AWST)

• Thursday, 22nd of October at 12:30pm AEDT (9:30am AWST)

Who this is for:

•     Business owners and BD professionals

•     Bid managers and coordinators who work with capture teams or run capture themselves

•     Executives deciding where business development effort should go

By the end, you'll know:

•     What the capture phase is, and where it sits in the bid lifecycle

•     Why your influence is restricted the moment the request is released

•     What a buyer decides before they write the specification

•     Why the decision to pursue is separate from the decision to bid

Agenda (30 min content + 15 min Q&A):

•     What capture is, and what it is not

•     The influence curve: why late entry loses

•     Probity, plainly explained

•     What to learn about a buyer before the tender exists

•     The pursuit decision

•     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.