APMP CAPTURE PRACTITIONER TRAINING (& registration to exam)

LONDON – 6 & 7 FEB 2024

APMP’s Capture Practitioner certification is designed for industry professionals who specialise in capture, business development, opportunity management and pursuit. If you’re in sales, business development, or a bid or proposal specialist who gets involved in the early stages of the pursuit, then this is the qualification for you!

Our research shows that most buyers have a clear idea of who they think will win before issuing the RFP. It’s vital that you’re better prepared – and have done more to influence the customer – than your competitors. Effective opportunity/capture plan development is critical if you want to get your organisation in to the best position to win an RFP process or even avoiding a competitive bid.

We’ll cover the following topics over our two days:

• An overview of the APMP certification programme, and how the Capture Practitioner exam works
• Opportunity/capture plan development and scheduling – developing and maintaining a plan that is structured, dynamic and agreed across your busines
• Team selection and management – how to ensure you have the right team aligned, senior leadership engagement and buy-in and clear objectives for all involved
• Strategy and tactics – reviewing topics such as customer’s buying cycles, value propositions, teaming, handling objections and winning strategies
• Reviews and gate decision management – how to smoothly navigate and lead decision-makers and contributors through multiple gate decisions and reviews
• Pricing to win – customer and competitor analysis and the fine balance of value v cost
• Presentation and persuasive communications – preparing and presenting compelling content and presentations that positively persuade your audience
• Negotiation – techniques for generating a successful win-win outcome
• Self-leadership, leading others and stakeholder management – we’ll cover communication skills including leadership, delegation, teamwork and conflict management

Please note that you will need to book a suitable slot and take the exam in your own time after the course - the completion of the exam is not on the day.

Here’s all the information you need to know.

1.     Pre-course actions

There are a couple of things we’ll need from you at least one week before the course:

• If you’ve not already done so, you’ll need to provide us with your APMP membership number. If you’re not yet a member, you can join via APMP’s website, choosing “Individual” membership.

  Please note that the surname we use to register your exam must exactly match the surname on your APMP membership. So if you’ve changed your name recently please do make sure you check carefully.

• Please let us know if you have any special requirements of which we should be aware (e.g. dietary requirements, dyslexia, access needs or handouts in large print format).

2.     Course logistics

This course will take place at 1 Park Crescent, London, W1B 1SH (just a short walk from Regents Park, Great Portland Street and Warren Street London Underground stations and the green open spaces of Regent’s Park.
Kings Cross and Euston mainline stations are easily accessed by London Underground or 15-minute walk.)

Coffee will be available from 08:45, and we’ll start the course at 09:00 prompt. If you’re delayed for any reason on the morning, please contact your trainer, Lorraine Baird on 07773169460.

.We’ll provide refreshments, including lunch, during the day.

Casual clothing is fine.

3.     Pre-course reading

Although the course covers the information you’ll need for the exam, to achieve Capture Practitioner certification, you need to have studied the appropriate elements of the APMP Body of Knowledge (BOK):

• Opportunity/capture plan development and scheduling
• Team selection and management
• Strategy and tactics
• Reviews and gate decision management
• Pricing to win
• Presentation and persuasive communications
• Negotiation
• Self-leadership
• Leading others
• Stakeholder management

We recommend you read the Opportunity & Capture Practitioner OTE Preparation Guide v2.1 which you'll find on the APMP’s website. We also strongly suggest you take the practice exam paper which is available.

4.     Cancellation policy

We appreciate the pressures of life in bids and proposals, but we're sure you appreciate that we can't end up being left out-of-pocket for costs we can't recover.

At any time, you can nominate a colleague to take your place, at no cost. Otherwise:

• If you cancel your place more than fourteen business days in advance, you’ll receive a full refund.
• If you cancel fourteen or fewer business days before the event, or don’t turn up on the day, you won’t receive a refund.

 

We very much look forward to seeing you!