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Capturing New Business OnDemand A new online, on-demand course to help learners understand the roles, responsibilities, techniques, and tools needed to improve your organization’s competitive position before your customer releases a formal solicitation. • Comprehensive, on-demand modules addressing all aspects of capture planning • Engaged and interactive learning
• Exercises and quizzes to confirm learning and retention • Applies toward Shipley Business Winning Certification
Course Description Using a case study scenario:
Featured Modules Identifying and Qualifying Opportunities Once markets are identified and segmented: • Review Opportunity and Capture Management — Understand roles and responsibilities in the process and learn how to use probability of winning (Pwin) as a measure of whether to pursue a bid or not • Identify and Qualify an Opportunity —Research the essential elements of an opportunity and prepare to make an informed interest decision • Make the Interest Decision —Follow a checklist to determine if the opportunity generates enough interest to pursue, if the opportunity is worth pursuing based on alignment with your organization’s strategic direction • Use the Shipley Capture Workbook —Employ an effective tool to gather and track opportunity information
• Recognize the customer buying process • Understand the roles and responsibilities of capture planning • Use Pwin (the probability of win) to evaluate factors leading to a bid/no-bid decision • Select and qualify business opportunities of interest, based on rational criteria • Assess competitors against customer hot buttons • Develop an action plan for pursuing qualified opportunities OnDemand Advantages • Learn at your own pace • Revisit prior modules, as needed • Practice key principles with case study exercises • Test understanding with quizzes and a final exam • Work toward Shipley Business Winning Certification • Earn APMP CEUs
Copyright Shipley Associates.
Shipley Training Catalog 41
www.shipleywins.com
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