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INFORMATION TECHNOLOGY AND SYSTEMS

Global Enterprise Technology Company Builds World-Class Virtual Proposal Center

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

Summary of Results

Since 2019, Shipley has partnered with this Fortune 50 technology company to build and operate a global virtual proposal center from scratch. The results speak for themselves:

$11.2 billion

in wins (FY25)

64%

win rate

171,000

field hours saved annually

88%

capture ratio

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 problem: billion-dollar deals were managed inconsistently across global regions, and extensive proposal work was distracting sellers from revenue-generating activities. The organization needed to:

  • Scale operations across 15+ countries while maintaining consistent quality standards
  • Deliver consistent quality on multi-billion-dollar deals regardless of 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 from scratch that could handle the complexity and scale of enterprise technology sales.

Shipley Solution

Over eight months, a small joint team laid the groundwork for what would become a transformational partnership. Shipley brought methodology, expertise, and talent to build a global virtual proposal center 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

This partnership has evolved from traditional proposal support into a strategic collaboration that drives innovation 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.

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