2025 Training Catalog

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Shipley Proposal Manager Playbook ™

Shipley Capture Manager Playbook ™

Every Proposal Manager needs a playbook—a framework and necessary tools to manage a complex proposal that is compliant and compelling. We are pleased to announce the release of the Shipley Proposal Manager Playbook —a step-by-step guide with key tasks, milestones, and tools to help win more business. Over 40 downloadable tools are included in the playbook – each a valuable aid to any Proposal Manager facing the challenge of managing people, process, solutions, and sales messaging.

Every Capture Manager needs a playbook—a framework and necessary tools to manage a complex proposal that is compliant and compelling. Winning business in today’s competitive markets requires discipline and know-how. Professionals pursuing business in any market segment need to be assertive in understanding and assessing customer needs, competitor positions, and strategic solutions. The Shipley Capture Manager Playbook provides a successive approach and necessary tools for capture or opportunity managers to qualify for and win strategic opportunities. The Playbook identifies key milestones and decisions that are necessary to advance the sale and gain a competitive advantage. By applying the key tasks, activities, milestones decisions, and tools found in the Playbook , you improve your probability of winning.

The Shipley Capture Manager Playbook is divided into four sections: • Opportunity Identification— Detailed in this section are activities necessary to establish a place in the market, influence potential customers’ perceptions, and help prospect for business opportunities. • Opportunity Assessment/Qualification— This section includes tools and milestones to gain knowledge of the opportunity, the customer, and the competitive landscape and decide whether to begin an active pursuit. • Opportunity/Capture Planning— Tasks focusing on preparing and implementing the capture plan and win strategies to influence the customer to prefer your solution are documented in this section. • Supporting the Proposal —This section contains steps the capture manager should take to provide information about the opportunity and the customer to help the proposal team.

The Playbook is divided into three sections: • Proposal Planning— All the necessary tasks and milestones for leveraging sales and capture activity into the proposal win strategy. Guidance for creating schedules, outlines, compliance and response matrices, and win themes are included in this section. • Proposal Development— Tasks from finalizing teaming agreements to holding daily stand-up, status meetings are included in this section of the Playbook. Also included is step-by-step guidance on incorporating visuals, finalizing the proposal management plan (PMP), reviewing draft content, coaching authors, and facilitating proposal review sessions. • Post-Submittal Activities— Significant attention to key activities and milestones after proposal submission is often the difference between winning and losing. This section of the Playbook gives step-by-step guidance on organizing and recording lessons learned, preparing a transition plan, conducting a white hat, and celebrating a winning effort.

Downloadable tools included with the Playbook: • Kickoff Meeting tools • Proposal schedules • Proposal outline and task tracking tools • Win strategy templates • Proposal section planner and organizer • Color team tools and checklists • Visuals and production logs • And over 30 more! Win more business by making the Playbook work for you!

Win more business by making the Playbook work for you!

® Shipley CAPTURE MANAGER P L A Y B O O K ™

Downloadable tools included!

The Shipley Proposal Manager Playbook ™ includes input from

A Path to Winning Business ®

thousands of professionals in dozens of industries and markets, including: business-to-business, business-to- government, international, and non-profit and education.

Shipley Proposal Manager PLAYBOOK ™ A Path to Proposal Success

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www.shipleywins.com

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