Public Workshops
Shipley Associates offers a comprehensive curriculum of public workshops that provides your proposal teams with the skills, tools, and hands-on training needed to improve your win rate. The links below provide detailed information about each workshop, scheduling, and online registration. If you would like to schedule any of these workshops in house, click here.
Winning Government Business
Writing Federal Proposals
This 2-day workshop teaches participants a proven process for developing winning proposals to key customers. Through a video based proposal evaluation and scoring simulation, they learn how to create proposal strategy and write proposal content that meets the customer's requirements and hot buttons. Details and Registration Capturing Federal Business
This 2-day workshop teaches participants a proven capture planning process by using tools and methodologies to develop winning capture strategies and then implement those strategies through their capture and sales teams. Details and Registration Managing Federal Proposals
We highly recommend that before taking this 2-day training, you complete our 2-day Writing Federal Proposals workshop. The two workshops are offered as a 4-day combo every month.
In this workshop, participants learn to manage a proposal effort and a proposal team by leveraging the Shipley proposal development process and tools. Details and Registration APMP Accreditation Coaching and Exam
This one-day training and facilitation of the APMP Foundation Level Exam provides coaching for business development professionals seeking Foundation Level accreditation through the Association of Proposal Management Professionals (APMP) organization.
The Foundation Level Examination is facilitated and a pass/no pass grade given after the coaching. Details and Registration Writing and Managing Federal Proposals
This 4-day combo workshop combines the learning objectives of two hallmark Shipley workshops to teach strategies for both writing and managing winning proposals to Government customers. Details and Registration Pricing to Win
This 2-day workshop focuses on the development and exploitation of competitive intelligence and analysis of relative positions of competitors. PTW is not a cost-estimating workshop. Instead, PTW emphasizes:
• Understanding the customer’s price/capability trade-offs
• Assessing competitors’ likely competitive positions
• Arriving at the seller’s solution, pricing, and capture strategy with the greatest win probability
Details and Registration Executive Decision Gates
Using lecture, discussion, and hands-on exercises, this 2-day workshop will
demonstrate industry “best practices,” proven to help organizations increase their
probability-of-winning (Pwin) U.S. Federal contracts. Students will learn to:
• Perform more objective, structured, and defensible executive bid decisions at
key points throughout the BD lifecycle
• Separate business opportunities into the likely “winners” and the likely “losers,”
earlier in the business development lifecycle
• Commit more resources to the “winners” and fewer resources to the “losers”
• Prepare pre-capture, capture, and proposal documents that support reasoned,
disciplined, and customer-focused bid/no-bid decisions Details and Registration Capturing Federal Business - Executive Decision Gates
Capturing Federal Business, a 2-day workshop
Implementing and managing a formal capture process is essential when dealing with the risks and costs associated with capturing and winning high value, strategic opportunities. Learn a proven process to plan, organize, lead, and manage a capture strategy and capture planning effort. Workshop emphasis is on understanding the customer’s environment, needs, and requirements while staying ahead of the competition.
EXECUTIVE DECISION GATES
Workshop participants learn how to increase their organization’s Probability of Winning (Pwin) by applying Shipley’s seven-phase business development process to their Bid/No-Bid decisions. Participants practice Color Team Reviews (Black Hat, Pink Team, Red Team, etc.) to prepare documents that executives will evaluate to make these critical decisions.
Details and Registration Capturing Federal Business - Winning Executive Summaries
This 3-day combo workshop combines the 2-day Capturing Federal Business with the 1-day Winning Executive Summaries.
While learning a proven capture process, participants will use tools and methodologies to develop winning strategies and then implement those strategies through their capture teams.
An interactive, skill-building workshop that is often combined with other proposal development workshops. This workshop focuses on how to leverage your win strategy in the executive summary of every proposal. Details and Registration Capturing Federal Business - Pricing to Win
This workshop combines two 2-day workshops into a 4 day combo.
In our 2-day Capturing Federal Business Workshop, while learning a proven capture process, participants will use tools and methodologies to develop winning strategies and then implement those strategies through their capture teams.
The 2-day Pricing to Win focuses on the development and exploitation of competitive intelligence and analysis of relative positions of competitors. PTW is not a cost-estimating workshop. Instead, PTW emphasizes:
• Understanding the customer’s price/capability trade-offs
• Assessing competitors’ likely competitive positions
• Arriving at the seller’s solution, pricing, and capture strategy with the greatest win probability
Details and Registration Capturing Federal Business - Positioning to Win
This workshop combines two 2-day workshops into a 4 day combo.
In our 2-day Capturing Federal Business Workshop, while learning a proven capture process, participants will use tools and methodologies to develop winning strategies and then implement those strategies through their capture teams.
The 2-day Positioning to Win workshop will teach you what, when and how to ask important questions and create a meaningful dialogue with your customers, so you can provide effective, customer-focused solutions.
Details and Registration Winning in the Cost Volume
This 2 day workshop teaches how a clear, responsive cost volume is critical to winning Government contracts. Learn how to enhance your win probability, improve profit margins, reduce financial risk, and minimize cost decrements during contract negotiations with properly developed cost volumes. Details and Registration Pricing to Win/ Winning in the Cost Volume
This first part of this 4-day combination workshop: Pricing to Win focuses on the development and exploitation of competitive intelligence and analysis of relative positions of competitors. PTW is not a cost-estimating workshop. Instead, PTW emphasizes:
• Understanding the customer’s price/capability trade-offs
• Assessing competitors’ likely competitive positions
• Arriving at the seller’s solution, pricing, and capture strategy with the greatest win probability
The 2-day Winning in the Cost Volume teaches that a clear, responsive cost volume is critical to winning Government contracts. Learn how to enhance your win probability, improve profit margins, reduce financial risk, and minimize cost decrements during contract negotiations with properly developed cost volumes. Details and Registration Billion Dollar Proposal Graphics
Billion Dollar Proposal Graphics is a powerful 1-day training workshop that teaches participants how to design, develop, and implement clear, communicative, and compelling graphics into their business documents, including proposals, presentations, and sales/marketing campaigns. Using a proven, award-winning process, participants learn best practices, tools, and techniques that turn complex ideas and text into easy-to-understand graphics. The training provides best practices, tips, tricks, and secrets for developing graphics that successfully sell your company's message and solution. Training is conducted by Mike Parkinson, principal at 24 Hour Company (www.24hrco.com) "the premiere proposal graphics firm" and author of Do-It-Yourself Billion Dollar Graphics (http://www.billiondollargraphics.com/businessgraphicsbook.html). Details and Registration Writing and Managing Federal Proposals - Winning Executive Summaries
This 5-day workshop combines the learning objectives of three hallmark Shipley workshops to teach strategies for both writing and managing winning proposals to Government customers. It also adds the element of effective executive summary development to the core Writing and Managing Federal Proposals workshop and focuses on how to leverage your win strategy in the executive summary of every proposal. Details and Registration Winning Executive Summaries
A 1-day interactive, skill-building workshop that is often combined with other proposal development workshops. This workshop focuses on how to leverage your win strategy in the executive summary of every proposal. Details and Registration Winning Executive Summaries and Business Development Bootcamp
This 4 day combo workshop combines 1-day Winning Executive Summaries and our 3 day Business Development Bootcamp. Through interactive instruction, exercises, and coaching, you will be introduced to the following four topics that are critical to today's Proposal and Business professional.
Day 1 - Winning Executive Summaries;
Day 2 - Winning with Color Team Reviews;
Day 3 - Winning with Past Performance;
Day 4 - Winning with Task Orders
Details and Registration Business Development Boot Camp Series
Through interactive instruction, exercises, and coaching, this 3-day workshop will introduce you to the following three topics that are critical to today's Proposal and Business professional.
Day 1 - Winning with Color Team ReviewsDay 2 - Winning with Past Performance
Day 3 - Winning with Task Orders
Details and Registration Winning with Past Performance - Winning with Task Orders
Past Performance is receiving increasing emphasis in government procurements. Will your organization’s Past Performance, including performance not cited in your proposal, contribute to a win?
It is important to understand the make-up of Past Performance information, submittal, and subsequent evaluation. A better knowledge of the process and best practices by bidders will lead to lower Past Performance risk and increased win probability. Focusing on Past Performance throughout the business development process improves your win probability and reduces risk.
Many government agencies frequently use Task Order contracts to streamline procurement activities while obtaining quality support.
It is critical that your organization meets the range of challenges encountered when bidding task orders, including quick response, high volumes of task orders, limited advance intelligence on upcoming bids, and intense competition.
Adjusting your business development process to better fit task order bids will position your organization to win more business and reduce the inefficiencies and pain associated with current task order proposal practices.
Details and Registration Positioning to Win: Selling to the Government
This 2-day workshop will teach you what, when and how to ask important questions and create a meaningful dialogue with your customers, so you can provide effective, customer-focused solutions. Details and Registration Winning with Past Performance: An Introduction
This is on-day workshop is Day 3 of the Business Development Boot Camp series.
Past Performance is receiving increasing emphasis in government procurements. Will your organization’s Past Performance, including performance not cited in your proposal, contribute to a win?
It is important to understand the make-up of Past Performance information, submittal, and subsequent evaluation. A better knowledge of the process and best practices by bidders will lead to lower Past Performance risk and increased win probability. Focusing on Past Performance throughout the business development process improves your win probability and reduces risk.
Details and Registration Winning with Color Team Reviews: An Introduction
This 1 day workshop is day one of the Business Development Bootcamp Series. It introduces workshop participants to nine proven "color team reviews" that have been proven to help Offerors increase their "win probability" (Pwin) of their must-win Federal proposals. Details and Registration Winning With Task Orders: An Introduction
Many government agencies frequently use task order contracts to streamline procurement activities while obtaining quality support.
It is critical that your organization meets the range of challenges encountered when bidding task orders, including quick response, high volumes of task orders, limited advance intelligence on upcoming bids, and intense competition.
Adjusting your business development process to better fit task order bids will position your organization to win more business and reduce the inefficiencies and pain associated with current task order proposal practices. Details and Registration Winning Sales Proposals
This workshop focuses on short turn-around proposals in either a business-to-business or a task order response environment. The workshop builds on any sales methodology, teaching how to transition from sales strategy to proposal strategy. Details and Registration Wordman
This 1-day workshop teaches participants how to address proposal documents that offer their own challenges when using Microsoft® Word's figure artwork and captions integrated with the text, complex heading numbering, multiple contributors and reviewers... Learn how to get the very best out of Word 2007 when developing proposals with this one-day in-house program from Wordman, whose workshops have been featured at the last seven annual conferences of the Association of Proposal Management Professionals (APMP). Attendees get three APMP accreditation Continuing Education Units (CEUs). Details and Registration Winning Through Oral Proposals
This 2 day workshop, through instruction, exercises, and one-on-one coaching teaches participants the processes, skills, and techniques to develop and present winning oral proposals. Details and Registration Writing Federal Proposals - Winning Executive Summaries
This 3-day combo workshop combines 2-day Writing Federal Proposals and 1-day Winning Executive Summaries. Writing Federal Proposals teaches participants a proven process for developing winning proposals to Federal customers. Through a proposal evaluation simulation, they learn how to create strategy and write proposal content that meets the evaluation criteria. Winning Executive Summaries focuses on how to leverage your win strategy in the executive summary of every proposal. Details and Registration Winning Sales Proposals - Winning Executive Summaries
This 3-day workshop adds the element of effective executive summary development to the core Winning Sales Proposals workshop.
Winning Sales Proposals focuses on short turn-around proposals in either a business-to-business or a task order response environment. The workshop builds on any sales methodology, teaching how to transition from sales strategy to proposal strategy.
Winning Executive Summaries focuses on how to leverage your win strategy in the executive summary of every proposal. Details and Registration Questions? Contact Shipley
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