2025 Training Catalog

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Winning Executive Summaries

Course Overview Executive summaries are key elements of your business development documents, often the only part decision- makers will read. Learn to write them quickly and effectively in this fast-paced workshop. Whether you sell to governments or other businesses, offer products or services, work for a large, established organization or a small startup, Winning Executive Summaries will give you knowledge and tools to enhance your performance. Course topics include: • Understanding Executive Summary Purposes, Both Internal and External • Applying Customer Focus Principles • Characteristics of Highly Effective Executive Summaries • Planning the Executive Summary Content • Organizing the Executive Summary • Applying Best-Practice Writing Techniques • Examining for customer focus and effectiveness • Revising to be clear, concise, and correct

Workshop Description Winning Executive Summaries is a 1-day, hands-on, skill- building session. It’s packed with examples and tips on how to craft a hard-hitting executive summary organized around your customer’s most important issues—the hot buttons. Over the course of the day, through lecture, discussion, and practical exercises, you’ll be guided to actually create a complete executive summary for a proposal of your choice from among three options: • A “live” opportunity your organization is currently pursuing • A past opportunity you won or lost, for which a powerful executive summary could have improved your chances or made your job easier • A case study opportunity provided by your instructor Whichever you choose, you’ll learn to use customized tools for planning and writing with great efficiency. You’ll receive those tools in electronic form to apply to your next executive summary. And you will have your completed summary to send to your customer or use as an example internally.

Who Should Attend • Market or Account Managers

Workshop Length • 1 Day • 1 Shipley University™ Unit Workshop Materials • Workshop Manual • Shipley Proposal Guide™

Shipley Proposal Guide ™

• Sales Professionals • Proposal Managers • Capture Managers • Business Development Managers

The Shipley Proposal Guide™ contains over 50 topics and model documents. Each topic section provides a summary of key points.

Shipley Training Catalog