Global Software and Technology Firm
Summary of Results
The client reports that the sales force is able to focus more time on large, strategic deals and that the win rate on Shipley-supported proposals has increased by at least 30 percent. The Shipley solution has strengthened the client’s brand message to customers through improved proposal quality and messaging.
Much of the client’s successful expansion into new markets is credited to the Shipley team providing the sales with highly effective resources.
Client Challenge
A global software and technology services firm was losing major sales opportunities because of inadequate proposal development skills and resources. This company could not staff this need for “surge support” with full-time employees due to the uncertainty and inconsistency in workload. The client needed just-in-time proposal writing, graphics, and
editing support to grow sales and support the field sales organization.
Shipley Solution
Shipley provided the client with a core team of sales proposal specialists to support the global sales team in preparing, writing, and reviewing proposals to help the client sell software services. Shipley augmented the sales team with virtual resources and expertise to support field sales on major capture pursuits.
Typical services outsourced to the Shipley team include:
• Proposal planning and coordination
• Proposal writing
• Proposal editing and reviews