2025 Training Catalog

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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.

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

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

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.

• 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.

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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 Business Development Lifecycle Guide™

Shipley Capture Guide ™ The Shipley Capture Guide provides tools and templates to help organizations win business in varied selling environments.

SH I PLEY

CAPTURE GU I D E ™

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

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

Now, you can access Shipley’s best capture practices directly from the web or purchase the hardcopy guide for easy reference.

Shipley Training Catalog