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Shipley Associates Capture Guide Consistently capturing opportunities is vital to any business. The Shipley Capture Guide offers specific guidance to business developers to intelligently adapt capture principles to their organizations, selling environments, and competitive business opportunities.
The Capture Guide is designed to be a quick, easy- to-use reference guide for individuals assigned to be capture managers or to contribute to capture teams. Topics include: • Capture Team Selection and Management
• Color Team Reviews • Decision Gate Reviews • Customer Interface • Opportunity Qualification • Supporting the Proposal • Pricing to Win • Teaming
The fundamental capture planning process is an iterative progression that takes a company from an unknown to a favored position with the customer.
Favored Position
Improved Position
Use the Shipley Capture Guide to strengthen your capture techniques and help you win more business!
Known Position
Unknown Position
Shipley Capture Guide ™ The Shipley Capture Guide provides tools and templates to help organizations win business in varied selling environments.
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SH I PLEY
CAPTURE GU I D E ™
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Now, you can access Shipley’s best capture practices directly from the web or purchase the hardcopy guide for easy reference.
Copyright Shipley Associates.
Shipley Training Catalog 59
www.shipleywins.com
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