Capture planning is compatible with most common sales methodologies. Many Sales or BD Managers blend an established sales methodology with their approach to capture, leveraging the discipline that is already embedded in the business.
Like capture planning, most popular sales methodologies include both strategic and tactical elements.
Strategic elements focus on assessing your current position with the customer in the context of the competition and your desired or preferred position. In this context, capture planning and strategic sales methodologies are conceptually identical. Developing strategy requires extensive data gathering and analysis.
Strategic sales methodologies typically embrace a series of tools designed to support data gathering and analysis, much like capture tools. If you have an existing, embedded sales methodology, blend its best elements with capture planning principles, then follow a single, blended process.
Tactical elements comprise the actions that you will take to improve your position. Sales plans tend to loosely define actions, specifying only actions of the individual in the sales role. Capture plans define actions more precisely and broadly, specifying actions for an entire team.