Training on the Job
In the program is enough material for a training session of several days. The approach is training on the job with real life accounts and opportunities, resulting in an action plan. The objective is direct financial results.

The Plan Structure
The logical structure of the plan enables simple maintenance. The logical structure simplifies integration with other processes, e.g. outlook-systems, bid-management and activity-management

Desk Research
For preparing a customer profile, the program provides checklists and forms. Customer documentation will be analyzed, including annual report, brochures, internet and organisationcharts. Information will be collected from other systems, e.g. CRM, accounts receivable, contracts, service and support, customer satisfaction analyses, etc.

Customer Participation
Active participation of the customer is promoted. This is very stimulating for all parties involved.

Opportunity Scan
This enables a pro-active approach to the customer.

Must Win
A realistic "GO" and "NO GO" - decision, will optimize the use of resource. For a "Must Win"-opportunity we will develop a capture plan to win the deal.

War Room
For the biggest projects we are able to install a "WAR ROOM' . Counter-tactics and strategy will be developed in the capture plan. Regular up-dates are planned to control progress and respond to unforeseen events.