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DEFENSE AND MILITARY

Global Aerospace Leader Standardizes Capture Excellence Across 15-Year Partnership

Summary of Results
Client Challenge
Shipley Solution
What Makes the Partnership Successful

Summary of Results

Since 2010, Shipley has partnered with this global aerospace and defense leader to standardize capture and proposal excellence across a complex, multi-division enterprise:

15 years

of continuous partnership

300+

personnel trained

Enterprise-wide

methodology deployed

BD-CMM

benchmarked pursuit maturity

The partnership delivers consistent proposal excellence across global pursuits and scalable support enabling classified and international responsiveness.

Client Challenge

This global aerospace leader's business development organization spanned continents, divisions, and security levels, each with different rhythms and expectations. Maintaining capture discipline and proposal quality at that scale required a partner who could bridge systems, geographies, and standards with consultants and training.

Shipley Solution

Empowering Teams with Practical Training

A custom five-day course blends Shipley methodology with client-specific scenarios, helping participants connect principles to the pursuits they manage every day.
Result:
Faster adoption, measurable quality gains, and a unified approach across programs and regions.

Ensuring Agility During Critical Pursuits

Through a flexible consulting model, the client accesses proposal managers, volume leads, writers, and orals coaches when needed.
Result:
Reliable surge capacity that maintains quality and compliance on tight deadlines, including classified and global programs.

Building Sustainable Internal Capability

Ongoing training, capture coaching, price-to-win analysis, and content management create a shared operational language across the company's BD enterprise.
Result:
Teams collaborate efficiently, reuse high-quality content, and sustain competitive excellence.

What Makes the Partnership Successful

Over 15 years and hundreds of pursuits, the client has engaged Shipley worldwide, applying the partnership's rigor to new markets and teams:

Deep institutional understanding

of the company's systems, culture, and competitive environment.

Consultants who integrate immediately

and deliver value with minimal onboarding.

A trusted partnership

balancing immediate pursuit execution with long-term capability growth.

As the company's business development organization evolves to address new market challenges, Shipley remains the trusted resource for critical pursuits and capability enhancement. Consultants contribute productively with minimal onboarding and deep knowledge of the client's environment.

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