The world of capture management can often feel like a complex dance. You dedicate long hours to analyzing RFPs, assembling winning teams, and crafting compelling proposals. But here’s the harsh reality: a meticulously crafted proposal won’t guarantee a win if you haven’t made the sale upfront.

This interview with NextGen capture expert and author, David Seibert, dives into the often-overlooked connection between capture management and the art of selling. Get ready to shift your perspective on capture management and proposals.

What do you think are the biggest challenges facing capture professionals today? How can folks stay ahead of the curve?

The biggest challenge facing capture professionals is what's always challenged capture professionals; complacency. Too many sellers are too content to wait for an RFP to fall in their laps. Then they react. What they should be doing is going out to meet buyers in the 12 to 24 months before the RFP is released. Even better, they should be taking their SMEs to go out and meet with the buyer.

Share an example from your career where a unique capture strategy or approach led to success.

I don’t know that's it's unique, but I’ve always encouraged my clients to form as many buyer/seller relationships as possible. Too many salespeople focus too much time and effort on the senior decision maker. It’s important to remember there are many people on the buyer’s team who influence the purchase decision. Make sure your SMEs are meeting with their SMEs. The more intertwined, interconnected relationships you form between your staff and theirs, the better off you’ll be when the buyer’s team sits down to review proposals.

What one piece of advice can you offer to prepare for the future of capture management?

Focus on the fundamentals! Especially now when we are being bombarded with so many exciting, new technologies. Remember this: sales is about relationships. It always has been and always will be. If you want to improve your win rate, build lots of relationships. Tech is great—it will allow you to be dramatically more efficient—but don’t ever allow the tech to get between you and your customers. Sales is and always will be about relationships.

Sneak Peek! A Chat with NextGen Capture Leader and author David Seibert. In this exclusive chat, David discusses:

🧐 The trends shaping the next generation of capture
🤩 While tactics have changed, fundamentals remain
😍 The skills and mindsets needed to thrive

Listen now https://www.youtube.com/watch?v=F9F-2_V_cac for insights.

Future-proof your capture and proposal skills at the Capture Power Breakfast on April 25th. Spots are limited! https://apmpnca.org/event/2024-capture-breakfast/

About David: David Seibert is the president and founder of The Seibert Group. The Seibert Group is a training and consulting organization specializing in new business development involving formal procurements (RFPs) in non-federal markets. Dave has authored two books; Proposal Best Practices and The Sales Manager’s Guide to RFPs. He has also been a featured speaker at multiple industry conventions, symposiums, and webinars about sales proposals and other business development topics.

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