2025 Training Catalog

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Shipley Associates Proposal Guide The recently released fifth edition of the award- winning Shipley Proposal Guide presents updated and additional information about producing winning proposals.

Shipley Business Development Lifecycle Guide Every organization wants to win more business. The Business Development Lifecycle Guide provides a detailed description of the Shipley • Phase 3: Capture/Opportunity Planning: Learn to craft a solution that meets not only the customer’s explicit requirements but critical hot buttons as well. • Phase 4: Proposal Planning: Understand the value of

With over 40,000 copies in circulation, the Shipley Proposal Guide has become a must for business development professionals at all levels with best practices covering over 60 communication topics. These best practices are the basis for the Foundation Level APMP (Association of Proposal Management Professionals) Accreditation, offered only through APMP. The Shipley Proposal Guide is immediately available as part of all Shipley training workshops and for purchase directly from Shipley at www.shipleywins. com or by calling 888.772.WINS (9467).

seven-phase process. Each phase has defined tasks/activities with pre-determined inputs and outputs. Phases include multiple steps that are separated by decision milestones, which improve capture and win rates. This hardcopy or online guide contains best practices on each of these critical phases of business development: • Phase 0: Market Segmentation: Evaluate your marketplace and identify segments of the market in which you want to compete. • Phase 1: Long-Term Positioning: Identify and understand your marketplace, customers, and competitors and develop plans to build your resources, capabilities, and information bases. • Phase 2: Opportunity Assessment: Assess current opportunities in the marketplace that match your capabilities.

a collaborative relationship with the customer that creates a winning solution that targets the customer’s needs. • Phase 5: Proposal Development: Ensure your proposal is compliant, responsive, strategically sound, consistent among volumes, and produced on time. • Phase 6: Post-Submittal Activities: Solidify your relationship with the customer and build trust in your ability to provide the services you detailed in your proposal.

Updated Sections: • Proposal Strategy • Customer Focus • Outlining • Proofreading and Revising • Storyboards and Mockups • Task Order Proposals • Grant Proposals

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• Active/Passive Voice • Bid/No-Bid Decisions • Compliance and Responsiveness • Page and Document Design • Virtual Team Management

Shipley Business Development Lifecycle Guide™

Shipley Proposal Guide ™

The Business Development Lifecycle Guide is a comprehensive, baseline lifecycle for competing and winning in strategic markets.

“Responding to customer RFPs or RFIs is tough. The Shipley Proposal Guide helps us structure a response that is customer focused. There is a wealth of research and best practices in the guide that makes the proposal development process much easier on our sales and business development teams.” Director, Solution Development Healthcare Management Co.

The Shipley Proposal Guide™ contains over 50 topics and dozens of sample documents showing how to apply best practices.

Now, you can access the best practice framework directly from the web or purchase the hardcopy guide for easy reference.

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