You Can’t Scale What Lives in Someone’s Head.
Shipley codifies what your best people do and makes it repeatable across the organization
When your best capture manager runs a pursuit, the process works. When they don’t, it doesn’t. That is not a process. That is a dependency. Shipley designs the playbooks, workflows, and operating models that convert institutional knowledge into institutional capability, so performance is driven by how the organization operates, not by who is in the room.
Successful organizations often outgrow the very model that made them successful.
The organization is winning despite its process, not because of it. Great products and skilled people carry the business early. But as teams expand and deals become more complex, the absence of a consistent process creates problems that talent alone cannot solve. Pursuits are managed inconsistently. Quality varies by leader, by team, by region. New hires lack guidance and take months to become productive. Leaders spend their time refereeing disorder instead of driving growth.
The Solution
Shipley creates and manages BD, capture, and proposal processes to make winning consistent and scalable. We apply our globally recognized methodology and tailor it to your organization’s needs.
A typical engagement includes:
Assess and Benchmark
Design Playbooks, Templates, and Tools
Build Capture Discipline Into the Process
Define Roles, Responsibilities, and Operating Models
Integrate AI Into Workflows Where It Adds Real Value
Enable Teams So the Process Sticks
Operate and Scale Alongside Your Team
Some organizations need more than a defined process. They need execution support while it takes hold. Shipley can remain embedded through implementation and beyond, providing the capacity and expertise to run pursuits while your team builds the capability to own them.
Shipley is the global standard in BD and capture process. When organizations want to know what best-in-class looks like, they come to us. Shipley doesn't hand over a process document. We assess, design, implement, and enable so the process takes hold.
Shipley's BD methodology is used by organizations across every major sector and geography. But methodology alone doesn't change how teams work. Shipley stays through implementation and enablement to make sure the process becomes how your organization actually operates.
We have helped Fortune 100 companies and leading contractors develop processes, templates, defined roles, and AI integration to support multiple billion-dollar pursuits simultaneously.
What changes when process replaces heroics:
“Every pursuit was a fresh invention. Quality depended entirely on who led the deal. Shipley gave us a process our teams actually follow. New hires ramp in weeks instead of months, and our leaders are finally focused on growth instead of putting out fires.”
How [Company] Replaced Individual Heroics with a Scalable BD Process
[Company] had grown rapidly but was still managing pursuits the way it did at half its current size. Quality depended on who led each deal. New hires struggled without guidance. Leadership spent more time on tactical problems than strategic growth. Shipley assessed operations, designed a tailored process with playbooks and defined roles, and enabled teams through coaching and training. Within [timeframe], pursuit consistency improved, new hire ramp time decreased by [X]%, and the team was managing [X]% more pursuits without adding headcount.