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Capturing Federal Business Course Overview
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.
Copyright Shipley Associates.
Shipley Training Catalog 13
www.shipleywins.com
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