2025 Training Catalog

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We Empower Learning™

888.772.9467 • Complete an Internal Assessment—Review your own organization’s approach and track record in the market, your strengths and weaknesses, your solution and discriminators, and past performance • Compare Bidders—Use a Bidder Comparison Matrix to evaluate how you compare with your competitors Break 2: 1-hour Assignment: Update the Pwin. Complete a bidder comparison chart Session 3 (1.5 hours): Developing the Win Strategy Lesson 3: Developing the Opportunity Win Strategy • Develop the Win Strategy—Analyze the bidder comparison results to develop strategies for leveraging strengths, mitigating weaknesses, neutralizing competitors’ strengths, and exploiting their weaknesses • Make the Preliminary Bid Decision—Follow a checklist to determine a preliminary bid decision, based on what you know, and update your Pwin

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• Update the Capture Planner—Add internal assessment, bidder comparison, and win strategy to your tool • Execute the Appropriate Action Plans—Use action plans to move your organization forward • Present the Plan to Leadership—Prepare an Executive Summary to present what you have so far Final Assignment: Prepare a short briefing to management outlining your capture plan. Post-Course: A final exercise using a Capture Plan template. You also have access to the award-winning Shipley Capture Guide , as well as necessary tools and templates.

Capturing New Business (Online) 1-Day Online Course

An online course to help learners understand the roles, responsibilities, techniques, and tools needed to improve your organization’s competitive position before your customer releases a request for proposal. • Three 1.5 hour lessons

• Two 1-hour breaks between lessons for completion and submission of exercises

Course Description • Recognize the customer buying process

• Make the Interest Decision—Follow a checklist to determine if the opportunity generates enough interest to pursue, based on alignment with your organization’s strategic direction • The Capture Planner—Use an effective tool to gather and track opportunity information Break 1: 1-hour to review materials Assignment: Use Pwin Calculator to calculate the case study Pwin Session 2 (1.5 hours): Capture Planning Lesson 2: Capture Planning • Understand the Customer—Research the key personnel, decision makers, evaluation process, buying history, and issues regarding the opportunity • Understand the Competition—Research your competitors’ strengths, weaknesses, probable solutions and gaps, and any discriminators • Make the Pursuit Decision—Follow a checklist to determine if you should pursue the opportunity, based on what you now know, and update your Pwin • Update the Capture Planner—Add customer and competitor information to your tool

• Understand the roles and responsibilities of capture planning • Use Pwin (the probability of win) to evaluate factors leading to a bid/no-bid decision • Select and qualify business opportunities of interest, based on rational criteria • Develop an action plan for pursuing qualified opportunities Pre-Course: Case Study Review • Review a customer opportunity case study Session 1 (1.5 hours): Identifying and Qualifying Opportunities Lesson 1: Identifying and Qualifying Opportunities • Review Opportunity and Capture Management— Understand roles and responsibilities in the process and learn how to use probability of winning (Pwin) as a measure of whether to pursue a bid or not • Identify and Qualify an Opportunity—Research the essential elements of an opportunity and prepare to make an informed interest decision

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

Completion Criteria • Active participation in all 3 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 capture planning and capture strategy.

Shipley Training Catalog

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