Learning Library
Welcome to the Shipley Associates Learning Library--your online resource for more comprehensive company information, product samples, and downloadable resources!
Presentations
White Papers/Articles
Sample Proposal Guide Sections
e-Learning
Sales Best Practices
Podcasts
Presentations
BD-CMM Overview
Validation of the importance of structure and discipline in improving business development capability
More Information
Building Customer Relationships
A summary of ways to enhance your customer relationships
More Information
Buying Trends of Government Customers
An overview of Government buying trends that impact your ability to win new business
More Information
Rapid Response Proposals
Tips and techniques for winning more task order contracts
More Information
Why Incumbents Lose
Studies show that a large percentage of incumbent contractors lose on subsequent opportunities. Learn how incumbents can take a "challenger" approach on every re-compete bid.
More Information
White Papers/Articles
Article: Negotiating Win-Win
Customer negotiations begin from the initial contact with your customer where you build trust, establish a relationship, and creating a win-win solution according to customer style and preference.
More Information
Article: The Sales Proposal
Too often the sales proposal is viewed as a "necessary evil" in the business development process. Learn to go beyond mere compliance in providing both responsive and customer-focused proposals that win.
More Information
Article: Making Smart Bid Decisions
Making the correct bid/no-bid decision allows you to ignore sales leads that have a low probability of winning; providing greater focus on winnable opportunities.
More Information
Sample Proposal Guide Sections
Capture Planning
The aim of capture planning is to position the prospect to prefer you organization and your solution to the exclusion of all competitors prior to the submission of any proposals
More Information
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.
More Information
Persuasion
Persuasion is fundamental to selling. Sellers use written and oral appeals to persuade prospects to accept their ideas, services, and products.
More Information
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.
More Information
e-Learning
BidBenchSolo
BidBenchSolo™ self-assessment proposal service that lets you compare your proposal or proposal section against industry best practices. After asking a series of questions, BidBenchSolo™ generates a report addressing key proposal criteria which includes responsiveness, strategic and competitive focus, quality of writing, and document design.
Link More Information
e-Learning Workshop: Foundation for Proposal Development
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.
Link More Information
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.
Link
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.
Link
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.
Link
Compliance vs. Responsiveness
APMP-sponsored podcast on distinguishing strict adherence to proposal requirements (compliance) vs. meeting the prospects underlying needs (responsiveness.)
Link
Customer Focus
APMP-sponsored podcast on customer focus. Learn eight customer-focused guidelines to assess and improve your documents and presentations.
Link
Songwriting and Proposals
APMP-sponsored podcast on the unique similarities between country music and proposal writing.
Link
