RE: Capita is doomed to Fail12 Feb 2026 11:34
AH is not saying that at all. He is saying exactly what he said and fully understands as anyone who understands business that Capita won’t win 100% of an unweighted pipeline. He is making the point that market opportunities have opened up and Capita’s Solutions and new commercial modelling supported by AI in many cases has resulted in them pursuing with interest a £16B pipeline. Again, anyone who works in enterprise sales, will know that some of these opportunities will not progress to final submission stage, some will be lost or abandoned and some will be won. A reasonable rule of thumb would be to 10% win rate of UNWEIGHTED (not to be confused with weighted!) pipeline. The £16B would also be based on TCV (Total Contract Value) so not all NEW revenue won would sit down in the year it is won but from contract commencement over the term of the contract. If Capita won 10% at £1.6B spread over an average initial term of say 5 years that would still be £320,000M additional revenues that would kick in from when these new contracts commence, hopefully some of which would be this FY