2025 Training Catalog

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We Empower Learning™

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888.772.9467 Lesson 2 (1.5 hours): Planning, Kickoff, and Reviews

Lesson 3 (1.5 hours): Managing Proposal Development and Post- Submittal Activities Session Objective: Provide leadership at each phase of proposal development and through contract award. • Review kickoff meeting agendas and best practices • Common Proposal Manager Challenges – meeting deadlines; teaming requirements • Conducting daily and ad hoc stand-up status meetings • Facilitating the Red Team review • Conducting and applying lessons learned • Wrap-Up Final Assignment: Due in one week • Create and submit a 30-day response schedule and a compliance matrix • Final test • Course evaluation Application exercises are part of this online course. Learners are expected complete all exercises within the timeframe of the course schedule.

Managing Strategic Proposals 1-Day Online Course

Session Objectives: Plan for proposal kickoff by establishing win themes and writers’ packages. • Develop win strategies based on sales/capture planning information and assessment • Know the customer hot buttons and your discriminators • Prepare writers’ packages for all proposal contributors • Help shape or create a DRAFT executive summary – understand its purpose • Prepare for and facilitate a proposal kickoff meeting • Prepare for and conduct a Pink Team (Review #1) review session • Validate the bid decision – Are we positioned to win Break 2 – 1 hour Assignment: Prepare a kickoff meeting agenda based on the case study and listen to kickoff meeting audio.

An online course to help learners understand the roles, responsibilities, techniques, and tools needed to manage a strategic sales proposal in any market. Pre-Course: Case Study and Case Study RFP; Demographic survey including a summary of learner course objectives

• Three 1.5 hour lessons with 10-minute break during each lesson • Two 1-hour breaks for completion and submission of assignments

Course Description • Learn the roles and responsibilities of an effective Proposal Manager • Understand leadership competencies necessary to be successful • Learn to develop a comprehensive Proposal Management Plan (PMP) • Apply outlines, agendas, and tools for managing effective proposal reviews • Learn to collaborate with all sales/capture team members to produce a winning proposal Session 1 (1.5 hours): Managing the Proposal Planning Phase Session Objective: Based on industry best practices, understand the importance of planning and the necessity to develop a comprehensive Proposal Management Plan (PMP). • The Roles and Responsibilities of an Effective Proposal Manager

• Case Study Review – Clarify understanding of the opportunity and requirements • The Proposal Management Plan – Know all elements of an effective plan and how to communicate the plan • Purpose of the PMP • Managing the Elements of the PMP: Compliance matrix, proposal outline, proposal schedule • The Proposal Manager Toolkit Break 1 – 1 hour Assignment: Create an outline based on the RFP in the case study and the requirements listed in the RFP

Workshop Material • All course materials will be accessible through the ShipleyOnline™ LMS • Each lesson is based on best practices and topics in the Shipley Proposal Guide; an electronic copy of this guide will be provided with the course materials • The lesson slides will be downloadable for your use • Shipley Proposal Manager Toolkit (MS Office tools)

Completion Criteria • Active participation in all 4 live course sessions • Submission of all quizzes and written assignments • A minimum score of 70% on the final exam Who Should Attend: • Anyone who is responsible for managing a proposal effort and overseeing proposal contributors

• Primary roles and attributes for success • Proposal Manager leadership competencies

Shipley Training Catalog