Capture and Proposals for Technical Professionals

Workshop Description:

With focus on relevant aspects of capture management and proposal development, this course provides SMEs with a structured, standardized approach to opportunity capture and proposal writing. Participants will gain insight into customer and competitor analysis, key capture strategy elements, and how to develop compelling benefits, discriminators, win themes, callouts, and solution graphics for proposal content. Additionally, this course provides a detailed section on understanding client evaluation processes and methodologies, enabling technical professionals to assess opportunities and proposals from the customer’s perspective. By understanding how Source Selection Evaluation Boards and/or Source Selection Authorities score and evaluate proposals, technical SMEs can tailor their content to align with evaluation criteria and increase the likelihood of success.

You will learn about:

Assessing opportunities and capture planning
Evaluating customer buying behavior and decision processes
Building business intelligence and competitor analysis
Understanding client evaluation processes and scoring methodologies
Technical SMEs writing for evaluators
Developing strong win themes and discriminators
Organizing and writing the technical volume
Addressing relevant risks and incorporating past performance
Creating compelling visuals to support the proposal narrative
Writing with POWeR®, Shipley’s proven writing methodology
Reviewing and refining proposal drafts for maximum impact
Engaging effectively in proposal kickoff meetings and other proposal operations
Defining and structuring technical solutions for proposals

Who Should Attend

Technical professionals who contribute to business development, capture planning, and proposal development efforts.

Certification

Workshop Length

Workshop Materials

A comprehensive course workbook and appendix
Over 30 adaptable capture and writing tools for effective proposal development
Hands-on exercises and real-world examples
Shipley Proposal Guide™
Shipley Capture Guide™

Why Shipley?

Training Solutions Tailored to Your Needs

We offer comprehensive training programs on any topics in business development, capture management, proposal management and/or proposal writing. Our solutions are customized to align perfectly with your organization's specific business model, processes, and goals. To ensure optimal results, we conduct complimentary needs assessments for all our corporate clients before designing your training program.

Flexible Delivery Options for Your Convenience

Choose the delivery method that suits your team best. We offer in-person training at your preferred location, engaging live-online sessions, or a hybrid approach combining both for ultimate flexibility.

Training Duration Adapts to Your Schedule

Whether you need a focused, short workshop or an in-depth, multi-day program, we can tailor the duration of our training to fit your schedule and desired learning outcomes.

Specialized Expertise for Diverse Clients

With over five decades of experience, we are experts in serving a wide range of organizations, from small businesses and mid-sized firms to large corporations, NGOs, and those working with the private sector. Our proven approach ensures that each training program addresses the unique challenges and objectives of your specific industry.

Rapid Response and Just-in-Time Training for Time-Sensitive Needs

We understand that opportunities can arise quickly. That's why we offer rapid response training services that can be tailored to your specific needs and delivered within less than a month's notice.

Comprehensive Suite of Training Services

Beyond our core training programs, we offer a variety of additional services to enhance your organization's capabilities, including Needs Assessments, Train-the-Trainer (ToT) programs, Organizational Certifications, Curriculum Design/Development, and Internal Employee Career Advancement Training support.

Global Training Solutions

With a large number of Shipley offices worldwide, we deliver training in any language, time zone, or location, with simultaneous interpretation available for seamless communication.

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