www.shipleyassociates.de

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Shipley Business

Development Solutions

Copyright Shipley Associates.

Since 1972, companies and individuals have

repeatedly selected Shipley Associates to help

them improve their business development

performance, capabilities, and sales commu­

nications. Whether competing for large or

small contracts, Shipley Associates can im­

prove your probability of winning business.

Across the globe, Shipley clients win now

and build long­term sustainable capability

when applying our blended­services model.

By l exibly combining consulting support,

training services, and integrated tools, Shipley

clients improve their win probability and gain

a sustainable competitive advantage.

Clients worldwide value this blend of

solutions. Teaming with Shipley improves

your win probability and gives you a

competitive advantage!

Overview of Shipley Associates®

“I want to pass on to you

how impressed I’ve been

with the performance of

(Shipley). You have done

a great job supporting

us in our journey to trans -

form (our) business de -

velopment and proposal

process. This is a diffi cult

undertaking in any com-

pany, but the complexity

increases tremendously

when it involves a U.S.

subsidiary of a global

company. Despite the

challenges, Shipley

excelled!”

– Business Development Executive – Business Development Executive

Copyright Shipley Associates.

Capture and ProposalConsulting Solutions

Business development is at the heart of any organi­

zation—before you can succeed, you must WIN. For

over 40 years, Shipley has helped clients implement

a best­practice process for winning business. As the

innovators of the Shipley Business Development

Lifecycle™, we will help you win competitive oppor­

tunities. Whether you need to augment your staf or

outsource a complete proposal efort, we can help.

Our mission is to help clients build strong customer

relationships and improve the efectiveness of busi­

ness capture at each phase of the Shipley Business

Development Lifecycle™. Discipline at each phase is a

proven pathway to improving win rates and developing

and maintaining sustainable capture expertise to fuel

ongoing success.

Whether using your methods or ours, we bring the

skills and expertise to help you win.

Capture and Proposal

Staf Augmentation

Our lexible client engagement model matches a wide

range of talent and services to each client’s speciic

need. We help you win more and spend less by carefully

managing combined resources.

Large Team Support

Based on our many years of successful proposal mana­

gement experience, we will assemble and equip a

complete proposal team to deliver the process, tools,

and expertise required to help you manage and win

your next major opportunity.

Surge SupportClients value our experienced and certiied proposal

resources who are ready to support you at critical

milestones and on short notice.

Copyright Shipley Associates.

Building long­term, sustainable talent and com pe ­

tency requires training and professional de velop­

ment activities. Shipley ofers lexible options

to help clients learn industry best practices for

winning business.

Skilled Shipley facilitators bring practitioner expe­

rience to each training workshop. Multi­media case

studies help participants apply what they learn

through simulations and exercises – learners learn

by doing.

Training

Build internal capability through the most

comprehensive, integrated training curriculum

for winning both government and commercial

business available in the industry today. Best

practices taught in workshops are reinforced with

ongoing access to the award­winning Shipley

Proposal Guide and Capture Guide.

Onsite Training at Your Location

Shipley provides onsite training to meet your

needs and support your existing methods for

winning business. We also combine workshops to

build a custom Business Development Boot Camp

to develop internal, sustainable capability and

competency.

Training topics, aligned with the Shipley Business

Development Lifecycle™ phases, are shown

below. For a full list of Shipley workshops, visit us

on the web.

Training and Professional Development Solutions

“I took a lot of your teachings to heart, especially the pre-proposal planning, pr

its best-ever month in new business acquisition . . . I now have a win rate of o

company, and my professional future.”

Copyright Shipley Associates.

Public Workshop Training

Your capture, proposal, and sales teams can

develop the skills needed to improve your win

rate by applying best practices learned in our

public training workshops.

eLearning

Individuals can learn at their own pace, anywhere

they have internet access. Our eLearning modules

focus on key business development topics and

include Shipley’s library of reference material to

support ongoing learning and application of best

practices. These modules also reinforce learning

for long­term retention and application of best

practices.

Assessment and Certiication

Shipley University®

Shipley University® provides industry–recognized

credentials to individuals and organizations

seeking improved results in business develop­

ment. Employers and professionals can be

conident that Shipley Certiication means

something – a comprehensive knowledge of

industry best practices and completion of certain

core requirements.

Courses ofered by Shipley include:

• Capturing Federal Business

• Capturing Business (Business–to–Business)

• Managing Federal Proposals

• Winning Sales Proposals (Business–to–Business

Proposals)

• Writing Federal Proposals

• Winning Executive Summaries

• Winning Sales Writing/Presentations

• Pricing to Win

• Executive Decision Gates and Color Team Reviews

• Positioning to Win (Customer Interface)

• Winning in the Cost Volume

• Winning Through Oral Proposals

• Winning with Past Performance

We also develop customized courses to meet

client needs.

Capture Management Certiication

In an increasingly competitive world, professional

certiication validates that Capture Managers under ­

stand the demands of winning business. If you

can demonstrate the necessary experience, skills,

and training, you can apply for Shipley Capture

Management Certiication at one of these levels:

Professional or Expert.

Foundation Level Accreditation

Whether you are looking to improve your pro­

posal development skills or seeking Foundation

Level Accreditation with the Association of

Proposal Management Professionals (APMP), our

Foundation for Proposal Development workshop

teaches business development industry best

practices. This training is available in a classroom

format or online as a self­paced, eLearning module.

, proposal development worksheets, and debrieing tips. As a result, my company had

e of over 60 percent! Thank you for the seminars that have proven so valuable to me, my

– Corporate Proposal Manager

Copyright Shipley Associates.

“Helping us design, develop, and implement a

repeatable BD process that i ts our business was

the best thing Shipley has done for us.”– SVP Business Development

Stop the cash drain and frustration that result from

disorganized business development operations. Using

Shipley’s Process Improvement Services, you can build

long­term capability while getting immediate assistance

on current opportunities.

• Business Development Process Design, Develop­

ment, and Implementation. We can help you design

a scalable Business Capture and Sales Process that

achieves rapid return on investment through increased

sales revenue and managed business development

costs. We use the Shipley Business Development

Lifecycle™ and best­practice baselines to help you

design. The results are presented in a winning process

that is repeatable for increased growth!

• Proposal Assessment Services. Using a set of well­

dei ned, best­practice standards, we evaluate your

past proposals and assess their ef ectiveness. We

assess compliance, responsiveness, customer focus,

strategy, quality of writing, visual ef ectiveness, and

overall page and document design. We present the

results in a detailed Proposal Assessment Report

with i ndings and actionable recommendations to

management.

• Capture Assessment Services. In a highly competi­

tive environment, our Executive Consultants assess

the quality and maturity of your Capture Plan and

present the results in a CAR (Capture Assessment

Report). The report provides business development

executives with an accurate snapshot of their capture

position and a set of detailed steps to improve it.

• Other Business Development and Sales Process

Improvement Services. Additional process im­

provement services include designing and imple­

menting a Business Capture Center of Excellence

with recommendations on staffi ng, facilities, equip­

ment, tools, and automation. We also provide

business development knowledge management

expertise with respect to data repositories and

workl ows, including Privia® and SharePoint.

Business Development and Sales Process Improvement Solutions

65%

with

Shipley

30%

Copyright Shipley Associates.

Win Strategy and Executive Advisory Solutions

Win Strategy Facilitation

Developing capture strategies demands complete

objectivity and a structured approach that leve r ­

ages competitive intelligence. Applying those

strategies is critical to competing and winning

in highly competitive, complex markets. Shipley

will facilitate a win strategy session to help you

address concerns on key strategies and improve

your win probability.

Executive Advisory Services

Shipley Executive Advisors focus on supporting

senior business development executives in in­

crea sing the capabilities of their organizations

in relation to multiple opportunities. Advisory

services may focus temporarily on a single

opportunity but will have long­term benei ts for

client organizations through skills development,

coaching, and behavior modeling. We help leaders

establish and implement key decision gates on

“must win” opportunities.

Clients benei t from a dei ned approach for

stra tegy development that leads the team from

identii cation of customer issues, through an

objective competitive assessment, to develop ment

of strategies based on winning discriminators. We

help you advance your position with the customer

to achieve a “favored” position.

Incumbent &

Challenger Strategies

Customer

Assessment

Competitive

Assessment

Company

Assessment

Strategy

Development

Why Incumbents Win or Lose

Why Challengers Win or Lose

OpportunityOrganization

& Decision Makers

Issues & Requirements

Competitor Intelligence

Probable Solutions

Gaps & Discriminators

Bidder Comparison

Strengths & Weaknesses

Tactics to Address

Strengths & Weaknesses

Action Plans

Resulting Discriminators

“Our team was awarded a

major contract as a result

of the support Shipley

gave us. Not only was our

submission far superior to

the competition, but also

our pricing was exactly

on target. Thank you for

helping us stay in business

for another i ve years and

ensuring our win!”

– Capture Manager

www.shipleyassociates.de

Shipley® Proposal Guide – over

50,000 copies in circulation; hard

copy or online subscription

Shipley® Capture Guide – capture

strategy and planning guidelines;

hard copy or online subscription

Shipley® Business Development

Lifecycle Guide – comprehensive,

baseline lifecycle for competing

and winning in strategic markets;

hard copy or interactive tool

Tools and GuidebooksWe of er a complete set of tools, reference guides, and templates that allow clients to

implement best practices for effi ciency and ef ectiveness. These tools include:

Shipley ist o� zieller Partner von

Shipley GmbH · Hofstr. 64-68 · 40723 Hilden (Düsseldorf) · Germany · Phone +49 2103 . 880 78 10