2025 Training Catalog

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Winning Through Oral Proposals Course Overview

Winning With Past Performance Course Overview

Through instruction, exercises, and one-on-one coaching, workshop participants will learn the processes, skills, and techniques to: • Develop a Winning Strategy • Design a Persuasive Message Using the Oral Proposal Planner • Develop a Winning Delivery Style • Prepare to Answer Critical Questions Workshop topics: • Oral Presentation Trends (Federal Government) • Planning the Winning Oral Proposal • Scheduling Development • Planning the Content

Participants will also be introduced to best-practice methods that can be applied throughout the business development process to enhance Past Performance submittals. Workshop topics: • Understanding How Past Performance is Used in Federal Acquisitions • Understanding Customer Development of • Past Performance Requirements • Understanding How Customers Evaluate Past Performance • Shaping Past Performance Requirements • Preparing Past Performance Submittals • Maintaining Up-to-Date Information • Integrating a Past Performance Focus Throughout the BD Process

About 70 percent of verbal communication comes from non-verbal messages. Oral proposals must be just as compliant and responsive as written proposals, but winning an oral proposal requires a different set of verbal and non-verbal skills. Many government and business-to-business customers are encouraging the use of oral proposals because they decrease selection time and costs, increasing the importance of gaining solid presentation skills. Workshop Description Winning Through Oral Proposals is an interactive workshop designed to build practical skills through 20 percent lecture, 30 percent discussion, and 50 percent skill-building exercises. The overall focus is divided between developing content and improving delivery skills. Participants receive a comprehensive workshop manual and planning templates, are videotaped, and improve their delivery skills and confidence through constructive coaching.

Past Performance is receiving increasing emphasis in government procurements. Will your organization’s Past Performance, including performance not cited in your proposal, contribute to a win? Understanding the make-up of Past Performance information, submittal, and subsequent evaluation is important. A better knowledge of the process and best practices by bidders will lead to lower Past Performance risk and increased win probability. Focusing on Past Performance throughout the business development process improves your win probability and reduces risk. Workshop Description This one-day interactive workshop delivered in- person or online focuses on the importance of Past Performance as a proposal evaluation factor and how it contributes to a winning proposal. Through lecture, discussion, and exercises, workshop participants will learn what federal evaluators expect and how those inputs are evaluated.

• Creating Effective Visuals and Slides • Using Effective Delivery Techniques

• Practicing the Delivery • Presenting the Proposal • Handling Tough Questions

Who Should Attend • Solutions Managers

Workshop Length • 2 Days • 2 Shipley Certification Units Workshop Material • Workshop Manual • Shipley Proposal Guide™

Who Should Attend • Capture Managers • Program Managers • Proposal Managers • Volume Leads • Proposal Coordinators

Workshop Length • 1 Day • 1 Shipley Certification Unit Workshop Material • Workshop Manual • Shipley Proposal Guide™

Shipley Proposal Guide ™

• Key Program Personnel • Sales and Marketing Prof. • Proposal Managers • Those who develop, present, or critique oral proposals

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

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Shipley Training Catalog