2025 Training Catalog

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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

888.772.9467

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

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

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

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