2025 Training Catalog

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Capturing Federal Business Course Overview

Topics covered:

• Developing the Writers’ Package • Planning and Conducting Kickoff Meetings • Leading Proposal Operations • Conducting Proposal Reviews • Production Planning and Delivery • Supporting Final Proposal Revisions

• Maximizing Evaluation Scores • Recap: Business Development Process • Developing Proposal Strategies • Building Proposal Schedules • Creating Proposal Outlines • Developing Compliance Checklists and Matrix

This workshop teaches you how to improve your competitive position before your customer releases a request for proposals. By learning how to select and pursue the most winnable opportunities, you can lower business development costs and increase revenue. Working with a team representing one of several federal contractors, you’ll cover topics including: • Analyzing and building knowledge about potential business opportunities • Understanding competitors and their likely approaches

• Developing strategically sound solutions to the customer’s needs • Influencing customers to prefer your solution over competitors’ • Contributing to bid and proposal efforts to build effectively on prior capture activities

Workshop Description This 2-day, interactive workshop builds practical skills through lecture, presentations to course mates, and simulation of the pursuit of a real, competitive opportunity. Learn a proven capture process for improving your win probability before a request for proposals is released: • Reasons companies pursue business opportunities • Opportunity assessment

• Capture plan preparation • Customer buying behavior • Business intelligence collection and analysis

• Competitor comparison • Strategy development • Influencing customers • Supporting proposals

Who Should Attend • Senior Executives • Program Managers • Capture Managers • Proposal Managers • Campaign Managers

Workshop Length • 2 Days • 2 Shipley Certification Units Workshop Material • Workshop Manual • Capture Management Tools • Shipley Capture Guide™

Shipley Capture Guide ™

Organized around 20 topics, the Shipley Capture Guide provides tools and templates to help organizations win business in varied selling environments.

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Shipley Training Catalog