2025 Training Catalog

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We Empower Learning™

888.772.9467 Planning, Kickoff, and Reviews

888.772.9467

Managing Proposal Development and Post- Submittal Activities Session Objective: Provide leadership at each phase of proposal development and through contract award. • Review kickoff meeting agendas and best practices • Common Proposal Manager Challenges – meeting deadlines; teaming requirements • Conducting daily and ad hoc stand-up status meetings • Facilitating the Red Team review • Conducting and applying lessons learned • Wrap-Up

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

Session Objectives: Plan for proposal kickoff by establishing win themes and writers’ packages. • Develop win strategies based on sales/capture planning information and assessment • Know the customer hot buttons and your discriminators • Prepare writers’ packages for all proposal contributors • Help shape or create a DRAFT executive summary— understand its purpose • Prepare for and facilitate a proposal kickoff meeting • Prepare for and conduct a Pink Team (Review #1) review session • Validate the bid decision—Are we positioned to win

• 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

Certificate of Completion ®

Shipley Associates certifies that Name

Has completed training in

Managing Strategic Proposals Shipley OnDemand

Instructor: Brad Douglas

www.shipleywins.com

Workshop Material • All course materials will be accessible through the ShipleyOnline © Learning Management System • Each module is based on best practices and topics in the Shipley Proposal Guide ; an electronic copy of this guide will be provided with the course materials • The course content will be downloadable for your use • Shipley Proposal Manager Workbook (MS Office tools)

Completion Criteria • Active participation and completion are required for a certificate • Submission of all quizzes and exercises • A minimum score of 80% on the final exam Who Should Attend: • Anyone who is responsible for managing a proposal effort and overseeing proposal contributors

Shipley Training Catalog

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