2025 Training Catalog

We Empower Learning ®

We Enable Winning ®

Blueprint to Winning

Winning Key Personnel & Resume Writing Course Overview

The principles, best practices, and processes of winning are published and available to all competitors. Business development personnel have comparable competencies or can acquire these through easily available training. Yet some companies consistently outperform others. Win rates range from the single digits to 80 percent and higher. Why is this? Shipley’s Blueprint to Winning addresses this paradox in an intensive 1-day seminar for business development executives or individuals who aspire to be recognized as industry leaders. Successful participation in this seminar requires total focus. Some things you will learn about your organization and about yourself may be tough to accept. Expect straight talk. Those who take full advantage of this seminar can reasonably expect to increase their win rate by 20-30 percent immediately. 82 58 35 22

During this one-day course, offered both virtually and in- person, participants will learn the full cycle of identifying, vetting, writing high-scoring resumes, and submitting winning key personnel for competitive proposals. Participants will learn how to strategically evaluate, interview candidates, and write resumes that align candidate backgrounds with specific opportunity requirements—even if an RFP does not provide explicit job descriptions. The course also provides deep practical training on the entire resume development process, covering: • Analysis of client insights, competitive landscapes, and/or solicitation documents (including when LCAT description are not provided and/or detailed enough) to accurately define personnel requirements • How to ask the right questions when interviewing candidates to extract and highlight their most relevant qualifications • Strategies to align each candidate’s background and experience with the unique demands of the opportu- nity • Methods for crafting compelling, high-scoring re- sumes tailored to specific proposal evaluation criteria • Hands-on guidance on structuring, writing, reviewing, and finalizing resumes using proven techniques • Formal review processes, including color team as- sessments, to refine resumes for maximum scoring impact Who Should Attend This course is ideal for professionals in: • Proposal Management • Business Development (BD) • Capture Management • Sales & HR Teams • Anyone involved in proposal candidate selection and resume writing

Participants will apply these skills in real-time, engaging in practical exercises that simulate an actual proposal process—from identifying key personnel needs to writing, reviewing, and finalizing resumes that enhance proposal success. Course Methodology This course is highly interactive, with practical exercises: • Simulating an actual proposal opportunity to identify key personnel needs • Drafting job descriptions aligned with specific oppor- tunity requirements • Screening and vetting personnel resumes against op- portunity benchmarks • Collaborating with candidates to extract key qualifica- tions and tailor resumes • Developing structured resumes using Shipley’s pro- prietary resume template, related tools, and method- ology designed for high evaluation resume scores • Reviewing and refining resumes through a formal color team assessment • Drafting effective letters of intent/contingent offers demonstrating key personnel commitment to the op- portunity By the end of the course, attendees will have mastered the art of identifying, interviewing, vetting, screening, writ- ing winning resumes, and submitting top-tier key person- nel, ensuring that resumes are strategically crafted to meet evaluation standards and secure contract awards. Certification • Receive 1 elective unit toward Shipley certification • PMI PDUs (Project Management Institute Professional Development Units) • APMP CEUs (Association of Proposal Management Professionals)

The Blueprint for Winning , developed with the assistance of your Shipley facilitator, can produce even more significant win rates in the very short term. What to Expect in the Engagement You will leave the session with a practical blueprint for improving your organization’s performance and results. • Understanding the paradox • Assessing your current business development process • Developing leadership strategies • Tailoring a business development process • Assessing the capability of your staff to execute the process • Finalizing your immediate, short-term, and long-term plans • Identifying gaps and enlisting professional support

Company A Company B Company C Company D

Who Should Attend • Senior Executives • Program Managers • Capture Managers • Proposal Managers • Campaign Managers

Session Material • Session Manual

• Shipley Proposal Guide™ • Shipley Capture Guide™ • Shipley Business Development Lifecycle Guide™

Shipley’s Guidebooks are available for ongoing reference and guidance.

w w w . shipleywins. c o m

Shipley Training Catalog