Webinar: Turning Customer Insights Into Win Strategy
Contracts are still won the old-fashioned way: through human relationships and hard-earned customer intelligence during capture. The problem generally isn’t getting the intel — it’s what happens next.
Too often, the most valuable human intelligence (“what the customer really wants”) ends up:
- undocumented or buried in someone’s notes
- stuck in a capture manager’s head
- lost in the handoff to the proposal team
Then proposal time arrives, and everyone feels the friction: BD owners didn’t really write things down; Capture teams struggle to translate conversations into clear customer benefits; Proposal teams inherit gaps and scramble. The proposal narrative becomes generic, feature-first, and disconnected from what the customer really wants.
This webinar is about fixing that.
Join David Huff and Olessia Smotrova for a practical session on how to capture, structure, and transform HUMINT into win themes your proposal team can actually use — and how WinMoreBD operationalizes this end-to-end.
This session is designed for growth executives, BD leads, capture managers, proposal managers, and pursuit teams who want to reduce downstream rework, improve message discipline, and keep the proposal customer focused.
Topics We’ll Cover
- Why HUMINT is irreplaceable (and what AI should not try to replace): Relationships, trust, and context still win.
- The “Question Set” that reliably pulls usable customer intel: What to ask to uncover mission drivers, pain, constraints, success metrics, risk tolerance, and decision dynamics.
- Turning customer hot buttons into benefits (and then into win themes): A simple translation path that prevents “interesting intel” from becoming “unused intel.”
- How to stop intel from dying in the handoff: Practical ways BD, capture, and proposal teams can reduce friction and “manage up” across the lifecycle.
- Live walkthrough: How WinMoreBD captures HUMINT and converts it into structured, proposal-ready outputs (win themes, benefits, proof prompts, and customer-focused storylines) — with human checkpoints, approvals, and an audit trail.
What you’ll leave with
- A reusable customer-intel question framework
- A repeatable method to convert hot buttons into proposal-ready messaging
- A clearer, lower-friction handoff model from capture → proposal
- A concrete view of how WinMoreBD solves the “HUMINT stuck in heads” problem at scale
Meet the Speakers
David Huff – CEO at WinMoreBD AI. David brings 19 years of federal BD and military experience across business development, capture, and proposal management, specializing in disciplined, repeatable processes for complex pursuits.
Olessia Smotrova – CSO at WinMoreBD AI. With 27+ years in business development and over $22B in contract wins, Olessia is a recognized expert in capture and proposals and has trained BD professionals across the top 20 government contractors.
Schedule a WinMoreBD Demo: WinMoreBD.ai — Meeting