How to Win Without a Capture Plan

Back in October 2021, my husband Jared got the travel bug which is awesome because I usually initiate all of our vacation plans. You would think it would be smooth sailing to pick a destination and put everything in motion… well, no.

The kids and I wanted to go to Hawaii, but Jared wasn’t sure about the destination. We tried every tactic in the book to convince him, but no results.

I thought about proposals I had worked on with a similar challenge – ones that were strategic must-wins, but that maybe we didn’t have an organized capture plan.

“What helped my team and me win those proposals?” I thought.

And then it came to me – We should use a PSOE approach.

PSOE – Problem, Solution, Outcome, Evidence. 

When working with owners, we:  ​Figure out the reason the owner is seeking services (the Problem), Identify what our firm brings to the table to address the problem (the Solution), Demonstrate how we’ll provide the best value, quality, or reliability (the Outcome), and  ​Support our claims with evidence from past work (the Evidence). REMEMBER: when implementing the PSOE approach, you must ensure the entire team is on the same page. The message of our proposals must be cohesive and congruent.