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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
• 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.
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.
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Shipley Training Catalog 23
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