2025 Training Catalog

™

We Empower Learning™

888.772.9467 Capture Planning Once an opportunity is qualified: • Understand the Customer—Research the key personnel, decision makers, evaluation process, buying history, and issues regarding the opportunity • Understand the Competition—Research your competitors’ strengths, weaknesses, probable solutions and gaps, and any discriminators • Make the Pursuit Decision—Follow a checklist to determine if you should continue to pursue the opportunity, based on what you now know, and update your Pwin • Update the Capture Workbook—Add customer and competitor information as you continue to engage the customer • Complete an Internal Assessment—Review your own approach and solution, including your strengths, weaknesses, discriminators, and past performance • Compare Bidders—Use a Bidder Comparison Chart to evaluate how you compare with your competitors

Developing the Win Strategy and Action Plan • Develop the Win Strategy—Analyze the bidder comparison results to develop strategies for leveraging strengths, mitigating weaknesses, neutralizing competitors’ strengths, and exploiting their weaknesses • Make the Preliminary Bid Decision—Follow a checklist to determine a preliminary bid decision, based on what you know • Update the Capture Workbook and Planner—Add internal assessment, bidder comparison, and win strategy to your tool. Update your Pwin • Execute the Action Plans—Use action plans to move the opportunity forward • Present the Plan to Leadership—Prepare a bid justification plan to present to management OnDemand

Shipley Associates

OnDemand—Micro Courses

Certificate of Completion ®

Shipley Associates certifies that Name

Has completed training in

Capturing New Business 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 Capture Guide ; an electronic copy of this guide will be provided with the course materials • The course content will be downloadable for your use • Shipley Capture Workbook and Capture Plan Template (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 capture planning, selling, account management, and capture strategy

Shipley Training Catalog