Shipley Business Development Solutions

Transcription

1 Wee enable winning winning. Shipley Business Development Solutions

2 Overview of Shipley Associates Since 1972, companies and individuals have repeatedly selected Shipley Associates to help them improve their business development performance, capabilities, and sales communications. Whether competing for large or small contracts, Shipley Associates can improve your probability of winning business. Across the globe, Shipley clients win now and build long term sustainable capability when applying our blended services model. By lexibly 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! 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 difficult undertaking in any company, but the complexity increases tremendously when it involves a U.S. subsidiary of a global company. Despite the challenges, Shipley excelled! Business Development Executive

3 Capture and Proposal Consulting Solutions Business development is at the heart of any organization before you can succeed, you must WIN. For over 40 years, Shipley has helped clients implement a best practice process for winning business. As the innovators of the Shipley Business Development Lifecycle, we will help you win competitive opportunities. 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 business 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 management 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 Support Clients value our experienced and certiied proposal resources who are ready to support you at critical milestones and on short notice.

4 Training and Professional Development Solutions Building long term, sustainable talent and com pe tency requires training and professional development activities. Shipley ofers lexible options to help clients learn industry best practices for winning business. Skilled Shipley facilitators bring practitioner experience to each training workshop. Multi media 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 award winning 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. I took a lot of your teachings to heart, especially the pre-proposal planning, its best-ever month in new business acquisition... I now have a win rate of company, and my professional future.

5 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 long term 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 development. 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) 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 understand 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 proposal 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 self paced, elearning module. Managing Federal Proposals Winning Sales Proposals (Business to Business Proposals) Writing Federal Proposals proposal development worksheets, and debrieing tips. As a result, my company had over 60 percent! Thank you for the seminars that have proven so valuable to me, my Corporate Proposal Manager

6 Helping us design, develop, and implement a repeatable BD process that its our business was the best thing Shipley has done for us. Business Development and Sales Process Improvement Solutions 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 long term capability while getting immediate assistance on current opportunities. Business Development Process Design, Development, 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 best practice 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 welldeined, best practice standards, we evaluate your past proposals and assess their efectiveness. We assess compliance, responsiveness, customer focus, strategy, quality of writing, visual efectiveness, and overall page and document design. We present the results in a detailed Proposal Assessment Report with indings and actionable recommendations to management. Capture Assessment Services. In a highly competitive 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 improvement services include designing and implementing a Business Capture Center of Excellence with recommendations on staffing, facilities, equipment, tools, and automation. We also provide business development knowledge management expertise with respect to data repositories and worklows, including Privia and SharePoint. 65% with Shipley 30%

7 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 increa sing the capabilities of their organizations in relation to multiple opportunities. Advisory services may focus temporarily on a single Incumbent & Challenger Strategies Customer Assessment Competitive Assessment Why Incumbents Win or Lose Opportunity Competitor Intelligence Why Challengers Win or Lose Organization & Decision Makers Probable Solutions opportunity but will have long term beneits for client organizations through skills development, coaching, and behavior modeling. We help leaders establish and implement key decision gates on must win opportunities. Clients beneit from a deined approach for stra tegy development that leads the team from identiication of customer issues, through an objective competitive assessment, to development of strategies based on winning discriminators. We help you advance your position with the customer to achieve a favored position. Issues & Requirements Gaps & 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 ive years and ensuring our win! Company Assessment Bidder Comparison Strengths & Weaknesses Capture Manager Strategy Development Tactics to Address Strengths & Weaknesses Action Plans Resulting Discriminators

8 Shipley ist offizieller Partner von Tools and Guidebooks We ofer a complete set of tools, reference guides, and templates that allow clients to implement best practices for efficiency and efectiveness. These tools include: 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 Shipley GmbH Hofstr Hilden (Düsseldorf) Germany Phone