Capturing New Business OnDemand


A new online, on-demand course to help learners understand the roles, responsibilities, techniques, and tools needed to improve your organization’s competitive position before your customer releases a formal solicitation.

Course Description:

Capturing New Business OnDemand

This comprehensive course addresses all aspects of capture planning through interactive learning. Each module within the course is based on best practices and topics in the Shipley Capture Guide.  Using a case study, learners will participate by submitting exercises, completing quizzes to confirm learning and retention.

This course applies toward core units for Shipley Certification.

Using a case study, learners will:

  • Recognize the customer buying process
  • Understand the roles and responsibilities of capture planning
  • Use Pwin (the probability of win) to evaluate factors leading to a bid/no-bid decision
  • Select and qualify business opportunities of interest, based on rational criteria
  • Assess competitors against customer hot buttons
  • Develop an action plan for pursuing qualified opportunities

Why onDemand?

What are the advantages of on-demand training through Shipley?

  • Learn at your own pace
  • Revisit prior modules, as needed
  • Practice key principles with case study exercises
  • Test understanding with quizzes and a final exam
  • Earn APMP CEUs

Who should participate?

Anyone who is responsible for:

  • Capture planning
  • Selling
  • Account management
  • Capture strategy
  • Opportunity management
  • Sales enablement
  • Pursuit leads
  • Customer engagement

Materials included: 

  • Shipley Capture Guide—Digital format
  • Shipley Capture Workbook and Capture Plan Template
  • Tools and templates for use on your future opportunities

In stock



Frequently Asked Questions 

About how long will the Capturing New Business OnDemand course take me to complete?

This depends on how much time you spend on the exercises and on reviewing the reference material. It’s unlikely that you will finish the course in a single sitting unless you dedicate at least 8 hours to the learning experience. Most learners spread the learning experience over a few days.

What tools will I receive as part of the training?

You will receive downloadable copies of the Shipley Capture Guide, a comprehensive Capture Workbook, and Capture Plan Template, and other reference material. You are encouraged to download and save all materials.

Can I stop and start the training as I go?

Yes, the course is structured so it will resume wherever you leave off.

Do I need to submit anything to validate course completion?

Yes. You will be learning using a case study scenario. You will be required to develop portions of a Capture Plan in an excel workbook, based on the scenario. This, along with a case study Bid Justification briefing will be the deliverables you will submit at the end of the course.

Is there a test required for this course?

Yes. There are short quizzes throughout the course and a final exam is required to receive a certificate of completion.

Do you have corporate pricing options?

Yes. Contact us for more information about using this course for your team.

Can my team take this course as a group?

The course is purchased for a single user with a single user sign in privileges. Only one certificate of completion will be issued per user sign on. Instructor-led training (online or in-person) is best for groups or teams.

How does this course differ from Shipley’s Capturing New Business?

Both workshops cover the same learning goals, but they are different in delivery and learner experience. 

Capturing New Business is a 2-day, instructor-led workshop. Exercises are completed as a small team during the workshop experience.

Capturing New Business OnDemand is an individual learner experience using a different case study scenario. Both courses use the same Shipley tools and resources.


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