Learning Library

Welcome to the Shipley Associates Learning Library--your online resource for more information, product samples, and best practices!

Sample Proposal Guide Sections

Capture Planning

The aim of capture planning is to position the prospect to prefer your organization and your solution to the exclusion of all competitors prior to the submission of any proposals
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Discriminators

Discriminators are features of your offer that (1) differ from a competitor's offer and (2) are acknowledged by the prospect as important. Both conditions must be met.
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Persuasion

Persuasion is fundamental to selling. Sellers use written and oral appeals to persuade prospects to accept their ideas, services, and products.
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Value Propositions

Value propositions establish the value basis for the business relationship. They describe how the seller's solution will improve the prospect's business and how that improvement will be measured.
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e-Learning & Webinars

e-Learning Workshop: Foundation for Proposal Development (APMP Accreditation Preparation)

Whether you are looking to improve your proposal development skills or seeking Foundation-Level Accreditation with APMP, this online workshop teaches business development industry best practices at your own pace.
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Government Source Selection Webinar

Watch this pre-recorded webinar developed for Small and Minority Business Councils to learn about the Federal Government acquisition process and source selection
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Presentations & White Papers

Get to the Left or Get Left Behind

This briefing has been delivered to many business development professionals and managers. It discusses the importance of capture planning and effective pre-proposal planning
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Sales Best Practices

Shipley and Microsoft

Shipley teamed with Microsoft to provide sales professionals a series of sales best practices and tools for improving sales performance.
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Podcasts

Capture Planning

APMP-sponsored podcast on how to assess opportunities and get the prospect to prefer your organization and your solution before an RFP is submitted.
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Clear Proposal Writing

APMP-sponsored podcast on how to write innovative, compelling, and customer-focused proposals; which require two elements--a clear message and clear writing.
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Compliance vs. Responsiveness

APMP-sponsored podcast on distinguishing strict adherence to proposal requirements (compliance) vs. meeting the prospects underlying needs (responsiveness.)
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Customer Focus

APMP-sponsored podcast on customer focus. Learn eight customer-focused guidelines to assess and improve your documents and presentations.
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Songwriting and Proposals

APMP-sponsored podcast on the unique similarities between country music and proposal writing.
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