2025 Training Catalog

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Capture and Proposals for Technical Professionals Course Overview

Course Topics Include: • Assessing opportunities and capture planning • Evaluating customer buying behavior and decision processes • Building business intelligence and competitor analysis • (IZIPSTMRKWXVEXIK]ERHGYWXSQIVMRƥYIRGI • 9RHIVWXERHMRKGPMIRXIZEPYEXMSRTVSGIWWIWERHWGSVMRK methodologies • Technical SMEs writing for evaluators • Developing strong win themes and discriminators • Organizing and writing the technical volume

• Addressing relevant risks and incorporating past performance • Creating compelling visuals to support the proposal narrative • Writing with POWeR®, Shipley’s proven writing methodology • 6IZMI[MRKERHVIƤRMRKTVSTSWEPHVEJXWJSVQE\MQYQ impact • Engaging effectively in proposal kickoff meetings and other proposal operations • (IƤRMRKERHWXVYGXYVMRKXIGLRMGEPWSPYXMSRWJSV proposals

Technical professionals play a critical role in shaping and securing business opportunities. Shipley’s course, Capture and Proposals for Technical Professionals is designed to equip subject matter experts (SMEs) with the specialized knowledge and skills they need to contribute effectively to capture and proposal development. This course ensures that technical professionals are not only proficient in their subject areas but also understand how to position their expertise strategically to maximize their organization’s probability of win (Pwin), and how to contribute effectively to proposal development.Many of the skills imparted are applicable to commercial and non-federal government proposals. But students should understand the heavy emphasis on federal procurement and the fact that most case study and example material will reflect that orientation.

Workshop Description With focus on relevant aspects of capture management and proposal development, this course provides SMEs with a structured, standardized approach to opportunity capture and proposal writing. Participants will gain insight into customer and competitor analysis, key capture strategy elements, and how to develop compelling benefits, discriminators, win themes, callouts, and solution graphics for proposal content. Additionally, this course provides a detailed section on understanding client evaluation processes and methodologies, enabling technical professionals to assess opportunities and proposals from the customer’s perspective. By understanding how Source Selection Evaluation Boards and/or Source Selection Authorities score and evaluate proposals, technical SMEs can tailor their content to align with evaluation criteria and increase the likelihood of success.

Key Learning Objectives By the end of thise course, technical professionals will be able to: • Effectively contribute to capture planning by analyzing and assessing business opportunities, competitors, and customer needs. • Develop winning solutions with compelling benefits that align with customer requirements and differentiate their organization from the competition. • Influence the customer’s decision-making process to position their organization’s solutions favorably. • Write and structure compelling technical content that aligns with evaluation criteria and contributes to a persuasive proposal. • Apply standardized capture and proposal development processes to ensure consistency and efficiency in capture and proposal efforts. • Evaluate opportunities and proposals from the client’s and evaluators’ perspectives by understanding how evaluators assess, score, and rank proposals.

This course is essential for technical professionals who contribute to business development, capture planning, and proposal development efforts. By aligning technical expertise with proven capture and proposal strategies—and understanding the evaluation process from the client’s perspective—participants [MPPWMKRMƤGERXP]IRLERGIXLIMVEFMPMX]XSLIPTHVMZIWYGGIWWJYPFMHWERHWIGYVIRI[FYWMRIWWSTTSVXYRMXMIW

Who Should Attend • Technical professionals

Workshop Material • A comprehensive course workbook and appendix • Over 30 adaptable capture and writing tools for effective proposal developmet • Hands-on exercises and real- world examples

Shipley Proposal Guide ™ Shipley Capture Guide ™

who contribute to business development, capture planning, and proposal development efforts

The Shipley Guides contain over 50 topics. Each topic section provides a summary of key points.

Workshop Length • 3 Days • 2 Shipley Certification Units

• Shipley Proposal Guide™ • Shipley Capture Guide™

Shipley Training Catalog