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INFORMATION TECHNOLOGY AND SYSTEMS

Global Enterprise Technology Company Builds World-Class Virtual Proposal Center

Business Impact
Client Challenge
Shipley Solution
What Makes the Partnership Successful

Business Impact

$10B+ won in 2025 at a 64% win rate

Since 2019, Shipley has partnered with this Fortune 50 technology company to build and operate a global virtual proposal center from the ground up. The organization has also saved hundreds of thousands of hours through scale motions.

The virtual proposal center now ranks among the highest-performing business development organizations globally, operating at Level 4 maturity based on Shipley's BD-CMM assessment. Record-breaking performance every year since launch proves what best-in-class proposal operations look like.

Client Challenge

This Fortune 50 technology company faced a significant operational challenge: how to manage high-value deals consistently and efficiently across regions and diverse sales teams while preventing extensive proposal work from distracting sellers from revenue-generating activities. The organization needed to:

  • Scale operations globally while maintaining consistent quality standards
  • Deliver consistent quality on deals regardless of value, geography, or business unit
  • Return essential time to revenue-focused sellers who were buried in proposal administration
  • Build sustainable internal capability rather than depend on ad hoc support

The challenge was clear: build a world-class global virtual proposal center capable of supporting the complexity and scale of enterprise technology sales.

Shipley Solution

Over eight months, a joint team laid the foundation for a global virtual proposal center that would grow into a transformational partnership. Shipley brought the methodology, expertise, and talent needed to build an operation that has delivered record-breaking performance every year since.

Agility and Scale Through Change

Shipley scaled the team from proof-of-concept to 50+ resources across the Americas, EMEA, and Asia-Pacific, then optimized without service disruption during leadership transitions and budget pressures.
Result:
Consistent quality and winning performance regardless of organizational change.

Industry-Leading Knowledge Management

Shipley consultants built comprehensive content libraries with tens of thousands of curated Q&A pairs. Reusable responses and systematic reviews enable global collaboration across time zones and business units.
Result:
Faster proposal development without sacrificing quality, compliance, or competitive advantage.

Pioneering AI-Enhanced Proposals

When generative AI emerged in 2023, Shipley and client leadership worked together to pioneer AI-enhanced proposal capabilities. The team identified approved AI tools, upheld Responsible AI standards, created customized AI training, and developed guided workflows to help sellers build winning proposals independently.
Result:
The organization leads the industry in AI-enabled proposals, creating sustained competitive advantage.

What Makes the Partnership Successful

What began as traditional proposal support has evolved into a strategic collaboration focused on innovation, continuous improvement, and measurable business results:

Strategic collaboration

A shared commitment to excellence and business outcomes, with Shipley consultants serving as extensions of the internal team.

Trust and open communication

Built on integrity and transparent dialogue that enables honest feedback and continuous improvement.

Global alignment

Matching the client's global reach to provide seamless, consistent support spanning the Americas, UK, Europe, and Asia-Pacific.

Innovation leadership

Co-developing AI-enabled services that transform disruption into competitive advantage.

Performance excellence

Continuous investment in certification and professional standards to ensure world-class delivery.

Ready to build a world-class proposal operation?

Partner with Shipley to scale your capabilities, strengthen performance, and build a proposal operation designed for sustained success.
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