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 Proposal Manager Playbook ™

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

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.

• 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.

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!

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.

The Shipley Proposal Manager Playbook ™ includes input from

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

SH I PLEY

CAPTURE GU I D E ™

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

888.772.WINS(9467)

Shipley Training Catalog