Our business training places an emphasis on the capture planning process. It recognizes that all successful organizations have a cadre of skilled capture executives, but the linkage between the capture process and the proposal process has been historically weak in many organizations. Our approach addresses training for capture executives while simultaneously applying part of Syndetics’ value proposition for our clients. This approach is consistent with our gated review process and the overarching campaign approach that Syndetics advocates. It addresses the importance of market analysis and research; the identification and qualification of opportunities; development of a preliminary campaign strategy and win action plan; customer assessment; preliminary contact plan and initial messaging; competitive assessment/black hat; the need for risk assessment and gap analysis; and the need for Price-to-Win/Position-to-Win. This enables client personnel to understand what these topic areas include and how they interrelate. Many of these same topics are then scored and quantified on the numeric scorecard and stoplight charts that are used in the gated review process. We recognize gated review training is more procedural in nature but uses the information derived from the capture process as well as information garnered from customer contact plans and customer acquisition products.