Shipley Learning Series

The Shipley Learning Series consists of free 45-minute live sessions with industry experts who discuss key topics and best practices associated with winning business. Each webinar will be recorded for future playback and will include relevant sections from the Shipley Capture and Proposal guides.

Past Webinars:

Business Development Leadership

Does your organization have a Blueprint to Winning? Experts on this webinar will discuss key leadership traits, characteristics, and behaviors that contribute to a culture of winning. Leadership drives success and culture trumps strategy according to many business leaders. Learn what it takes to success as a business development leader.

Nov 8, 2017

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Proposal Writing and Development

So You Think You Can Write? Attend this webinar to understand the foundations for developing customer focused proposal content. We may think we can write - but do our customers agree? Submit your questions about proposal writing when you register.

Oct 11, 2017

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Capture/Opportunity Management

What are the documented best practices for opportunity and capture management? How do we assess competitors, establish customer relationships, and build a capture strategy to compete and win more business. This webinar addresses these key aspects of opportunity management and reviews common tools for effective capture planning.

Sept 13, 2017

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Understanding Business Development Lifecycle

Regardless of the market we compete in, we all need to apply discipline at various phases of business development - from market identification through contract execution. This webinar will review the critical milestones and decision gates necessary to success as you apply a disciplined approach to winning business.

Aug 16, 2017

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APMP Conference Take-Aways

During this webinar we will share many of the significant take-aways from this year’s APMP Global Bid & Proposal conference. As a founding partner of APMP, we will pulse presenters and industry experts and share the “ah-has” and best practices to help you win more business. You can share your take-aways or questions at the time of webinar registration.

June 28, 2017

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Win Strategies Don’t Just Happen

Too many companies depend on their brand or reputation to win business. Formulating and articulating a clear and compelling win strategy requires customer, competitor, and market insight. We will discuss ways to solidify your win strategy on every pursuit. You may submit questions upon registration.

May 10, 2017

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The Small Business Advantage

Join Shipley and Snowbird Consulting for a discussion about how to make your small business partners one of your greatest discriminators. We’ll also discuss updated regulations affecting partnering and set-asides. Participants are encouraged to submit questions about small business participation at the time of webinar registration.

March 22, 2017

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Proposal Myth Busters

We will discuss common myths about sales proposals and best practices. Experts will address webinar attendees’ questions about do’s and don’ts of effective proposal development (both B2B and B2G). Participants are encouraged to ask questions at the time of registration.

February 8, 2017

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Ask the Experts! We Lost on Price – Now What?

Price. Best value. Cost. LPTA. Learn some ways to cut through the clutter of all the pricing and cost complexity when preparing a proposal. Ask price-to-win and cost experts questions about how to respond to various customer solicitations. Submit questions in advance when you register.

Dec 14, 2016

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Webinar: Selling the Sizzle

No matter where you are in the sales cycle, you must learn to “sell the sizzle”. Features of your solution are important for compliance – benefits and value to the customer are what help you win. Join Shipley leaders to learn simple ways to sell the sizzle in every phase of the sales and proposal development cycle.

Oct 26, 2016

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Ask the Experts! Proposals: From Good to Great

A discussion some of the industry’s most successful proposal practitioners about how to separate our proposals from the competition. Find out what winning proposals have in common, in any industry.

Sept 14, 2016

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An Election...So What?

Business development leaders will discuss how to avoid the “wait and see” trap during an election year. Business developers need to be more assertive than ever during times of market uncertainty.

June 9, 2016

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No Bid! - When, Why, How?

Deciding to “no bid” takes courage and discipline. Learn about ways to strengthen your bid/no-bid decision process to help improve your capture rate.

May 5, 2016

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Task Order Response: Winning Your Piece of the Pie

Business experts will answer and discuss best practices and strategies for winning more task order business.

March 9, 2016

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Bulletproof Your Win Strategy

Learn strategies for developing a strong win strategy that increases your Pwin. Uncover ways to articulate this strategy in all customer messages.

January 27, 2016

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Ask the Expert: Competitive Intelligence Trends

Shipley, Bloomberg Government, and Richter & Company got together for an Ask the Expert question and answer session to learn ways to leverage competitive intelligence and insight. Gathering information is great - but, putting information to smart use helps you win. Ask away... find out how to win more by using the power of information.

December 9, 2015

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Get to the Left or Get Left Behind

A successful business development leader will discuss the importance of initiating and advancing the capture and sales process EARLY in the buying cycle. Companies who wait for opportunities are too late - we must learn to get to the left in the lifecycle and build relationships and trust with customers.

October 14, 2015

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The Power of Graphics: Cutting through the Clutter

Join Shipley and graphics experts for advice and tips on how to leverage graphics in your sales, marketing, and proposal development efforts. Gaining attention in today's crowded social-media-intense culture is hard; Proposal and marketing graphics must help you differentiate and sell the message.

September 16, 2015

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Ask the Expert: Capture Strategy Trends

This 1-hour session is an open forum giving you a chance to ask questions to industry-respected experts about capture strategy best practices and trends. If you're looking for ways to improve sales and capture performance, join this interactive Ask the Expert session with David Bol and Eric Gregory-SVPs of Shipley's Business Winning Services division.

August 11, 2015

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Lessons Learned from Bid & Proposal Con

This webinar will summarize some of the key "take-aways" from the recent 2015 APMP Bid & Proposal Con held in Seattle, Washington. A panel from Shipley will discuss the highlights and lessons learned from some of industry's best and widely accepted experts. We will solicit conference feedback from others who attended to add their perspective to this webinar.

June 11, 2015

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Lifetime Learning: Keep Feeding the Engine

New technologies, techniques, methods, and strategies for winning business emerge every week. We can't survive, or thrive, without staying current in best practices that improve performance. Shipley will discuss the power of lifetime learning in today's technology-driven workplace. We will discuss some channels and strategies for adult learning, including the power of blended learning to acquire and apply new tools and techniques.

May 14, 2015

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KISS: Keep It Sold, Seriously

Nancy Kessler, of Shipley will discuss strategies and techniques for keeping contracts sold. In today's highly competitive market, nobody can afford to let incumbentitis set in over the course of program execution. Eric will discuss the importance of past performance and customer relationship building as critical elements of keeping the business "sold".

March 25, 2015

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Opportunity Qualification: Know Before You Go

Join Shipley and Bloomberg Government to discuss the importance of opportunity qualification in our ever-changing and highly competitive markets. We will discuss key qualification criteria for making effective pursuit and bid decisions, including the importance of valid and reliable research and analysis from every angle. We will also discuss common and costly flaws that exhaust marketing and business capture budgets.

February 26, 2015

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Building a Culture of Winning

Eric Gregory, Sr. V.P., and Brad Douglas, COO of Shipley's executive team will discuss 10 keys to building and maintaining a culture of winning. Many studies report that culture is every bit as important, if not more important to sustaining a business than strategy.

August 28, 2014

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Competitive Positioning: Competitive Assessment and Price to Win

Join Shipley and Randy Richter from Richter & Company for a lively discussion on the importance of thorough and early competitive assessment as part of your long-term positioning strategy. We will also highlight some best practices for applying a proven price-to-win approach when building a capture plan.

September 25, 2014

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Winning in the Trenches

David Bol, SVP Shipley Capture and Proposal Consulting will discuss the keys to winning in the trenches during the proposal development phase. Specific steps and milestones that cannot be ignored or short-changed without risking the quality and responsiveness of the proposal will be discussed.

November 13, 2014

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Capture Planning in the New Reality

Successful capture planning strategies for competing for strategic business opportunities have changed forever. The new reality requires that we be nimble, flexible, and more in touch with our customers and the market than ever before. Nancy Kessler, VP Consulting Operations at Shipley will discuss these new realities and share best practices for capture excellence.

December 18, 2014

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To view other Shipley webinars, click here.

To view our onsite, classroom training schedule, click here.