Description
This series of the 3 guidebooks are a compilation of industry and business best practices that help individuals and teams win business by applying best practice. Sample documents, annotated with rationale and guidance, provide the user examples of tools and templates that can be developed to help them compete and win. Every business development professional should have this complete series at their fingertips!
Proposal guide
Version 5.0 includes over 50 topics and dozens of sample documents showing how to apply best practices.
Topics include:
- Proposal Strategy
- Customer Focus
- Outlining
- Proofreading and Revising
- Storyboards and Mockups
- Task Order Proposals
- Grant Proposals
- Active/Passive Voice
- Bid/No-Bid Decisions
- Compliance and Responsiveness
- Page and Document Design
- Virtual Team Management
The Proposal Guide also provides valuable cross-references to the Shipley Capture Guide and the Shipley Business Development Lifecycle Guide. The combined series of guides provides ongoing support to sales, capture and business development professionals at all levels.
Capture Guide
The Shipley Capture Guide is a must for sales, capture, and pursuit professionals seeking to improve results and better manage strategic opportunities.
The guide includes sample capture plans and addresses over 20 key topics relevant to competing for and winning new business, including:
- Capture Planning
- Capture Scheduling
- Executive Summaries
- Strategy (Capture)
- Teaming Partners
- Pursuit Decision Gates and Reviews
- Costing
- Color Team Reviews
Sample capture documents include sales letters, capture plans, presentation templates, and other examples to demonstrate best practices.
Business Development Lifecycle Guide
The Business Development Lifecycle Guide is designed to be tailored to any organization based on the complexity of the market and sales cycle. It guides you through the 7 phases of winning business:
- Market Segmentation – Knowing your target market
- Long-Term Positioning – Promoting your solutions to potential customers
- Opportunity Assessment – Qualifying each opportunity
- Capture Planning – Developing a win strategy
- Proposal Planning – Establishing a team and plan for proposal development
- Proposal Development – Drafting and writing a compelling proposal
- Post Proposal Submittal – Briefing and negotiating with customers
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