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Capture Planning Best Practices – with Lisa Ehrlich & Tom Gillin - EP097
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As proposal professionals, we know that the work of winning an RFP begins long before the request for proposal is released.
And if your team has developed a strong capture planning process, you will already know what issues the potential client is up against and have a solution that addresses their specific needs.
Lisa Ehrlich and Tom Gillin are the Vice President of Proposals and Vice President of State Partnerships, respectively, at Cognia, a mission-driven nonprofit dedicated to continuous improvement in schools.
The Cognia team also happens to be a capture powerhouse with an expertise in building trust with prospective clients and influencing the RFP before it is released.
On this episode of The RFP Success Show, Lisa and Tom explain why relationship-building is key to Cognia’s capture planning process and discuss the criteria they use to decide which potential client relationships to pursue.
Tom introduces us to the opportunity summary, the first step in Cognia’s capture process, and Lisa describes why it’s crucial to customize your solution to the client’s top challenges.
Listen in to understand how Cognia benefits from developing cohesion among its sales, proposal and operational teams and learn how Lisa and Tom ensure that an RFP is built around the information gathered in the capture planning process.
Key TakeawaysHow Cognia set the foundation for its powerhouse capture planning process
The criteria Cognia uses to decide which potential client relationships to pursue
Cognia’s approach to building relationships with state government agencies
The pros and cons of Cognia’s long 18- to 24-month business cycle
Why an opportunity summary is the first step in Cognia’s capture process
Why it’s crucial to build your solution around a potential client’s top challenges
Tom’s take on what differentiates an RFP sale from a non-RFP sale
The cohesion among Cognia’s sales, proposal and operational teams
How Cognia’s review process ensures that the capture info gets into the RFP
Why staying on top of your industry is an important part of capture planning
Connect with Lisa Ehrlich & Tom Gillin Connect with LisaThe RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Email podcast@rfpsuccess.com
ResourcesBook a Call with the RFP Success Company
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