Webinar: Capture Is a Decision Architecture, Not a Phase
Most capture teams know how to gather intelligence, engage the customer, and build a team. But those activities are only the inputs to capture—not the strategic work itself.
At its core, capture is decision-making under uncertainty.
It is the continuous process of determining what to do with everything your team is learning: how to position your capabilities, which competitor you need to displace, where to concede and where to fight, and how to shape an offer that makes the customer’s choice feel inevitable.
Join Olessia Smotrova, CF APMP Fellow, for a deeper look at the often-misunderstood middle of capture—the work that converts intelligence and activity into a coherent, evolving win strategy.
In This Webinar, You’ll Learn:
- Why intelligence gathering alone does not produce a winning capture strategy
- How customer decisions are shaped throughout the pursuit
- How to turn new information into concrete strategic choices
- Why capture strategy must remain active and responsive—not become a static plan
- How strong capture leaders build and continually refine a theory of the win
This session is designed for business development and capture professionals at all experience levels who want to move beyond completing capture activities and make more deliberate, pursuit-specific decisions.
Meet the Speaker
Olessia Smotrova, CF APMP Fellow
- Nearly 30 years of business development and capture experience
- More than $22 billion in winning contracts over the course of her career
- Creator of the Blueprint for Business Development, a full-lifecycle methodology for winning contracts
- Author of eight books and manuals on capture and proposal development
- Founder of OST Global Solutions
- Founder and Chief Strategy Officer of WinMoreBD.ai
- Former business developer for Raytheon and Lockheed Martin
- Former writer for the Financial Times of London
Capture is not simply preparation for the bid. It is where the bid is won or lost.