Overview

Learn about how to capture a business opportunity and turn it into high value contract via consistently winning proposal strategy from a world-class proposal expert that helps clients winning over $200B worth of contract per year.
This program will put yourself in the position of a proposal evaluator and see what makes you buy. You’ll discover how to leverage sales strategy to develop winning proposals by driving proposal strategy. It covers pricing, compliance, tricks to enhance your solution, increase your win rate while reduce your competitions. It covers proposal preparation details and design that customers will notice and care about.

Course Objectives

1. Improve your sales effectiveness with proven winning proposal framework method
2. Learn how to position, plan and develop responsive, customer-focused proposals that sell & win
3. Learn how to organize a clear and persuasive message leveraging your existing sales techniques focusing on customer needs
4. Adapt best-practices guidelines to reduce rework, rewrites, and waste

Course Format

Interactive: 30% lecture +20% discussion + 50% simulation exercise and case study

Workshop Material

1. Workbook with Capture Management Tools
2. Shipley “Capture Guide 3rd Edition”

Who Should Attend

  Sales Managers / Account Managers / Business Development Managers / Marketing & Bid Specialists / Proposal developer or writer

  The program expect participant has an associate degree education level.  English program requires CET 6 and above fluency for Chinese nationals

Course Content Highlight

• How to develop superior proposal that stands out from competitors
• Put yourself in the proposal evaluator’s seat to better understand what a proposal evaluator is looking for.
• Cost/Pricing strategy and how to price to win.
• Develop effective value proposition from sales strategy.
• How to emphasize your strength, mitigation your weakness and downplay your competitors strength
• User of Shipley tools to ensure compliance to all requirements
• Techniques for preparing winning proposal with design, theme, callout, graphics that addresses the customer’s needs.
• Tips on how to increase your chances of winning.

About our Instructor

Shipley Certified Consultants are highly achieved and experienced professionals in business development and proposal management, qualified with applied expertise in the Shipley winning processes for million or billion-dollar projects.   Workshop will be conducted by assigned instructor at the scheduled class time of a specific instructor’s availability. Check for class schedule to find out.