2025 Training Catalog

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Winning in the Cost Volume Course Overview

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.

Gain a strategic advantage by enhancing the skills of your proposal professionals who manage and prepare cost volumes by providing techniques and tools that support your claim to offer best value. Learn how to enhance your win probability, improve profit margins, reduce financial risk, and minimize cost decrements during contract negotiations with properly developed cost volumes. • Accurate, acceptable, and clearly described pricing methodology and pricing techniques • Consistency between the cost and non-cost volumes • Supportable Basis of Estimates (BOEs) • Narrative that includes strategic messaging that goes beyond simply explaining the numbers • Including overall and cost volume executive summaries To best meet the specific needs of each client, this modular workshop may be tailored to a specific audience. For example, managers may want to focus on developing the cost volume and cost volume summary, while contributors may need to focus primarily on how to prepare BOEs, select estimating techniques, and justify the resulting estimates.

Workshop Description This interactive workshop delivered in-person or online builds practical skills through lecture, discussion, and issues-focused exercises. The training addresses critical issues needed to gain a

strategic advantage by enhancing the skills of the people who manage and prepare cost volumes: • Understand typical cost volume content and organization • Understand how cost volumes are evaluated and what increases cost in evaluation

Who Should Attend • Market or Account Managers

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

Who Should Attend • Account Managers • Sales Professionals • Proposal Writers • Capture Managers • Anyone who contributes to Cost Volumes

Workshop Length • 2 or 3 Days • 2 Shipley Certification Units Workshop Material • Workshop Slides and reference materials • 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.

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