Workshop Description:

In this 2-day in-person course, you will develop your skill leading business pursuits prior to release of requests for proposals, when your competitive potential and flexibility are highest. Through lecture, presentations, and simulation of a competitive opportunity, you will learn to improve your position with your customers before submitting offers.

Discover how companies that invest in business development before writing proposals bid on fewer opportunities, spend less, but win more often.

Course Overview:
You will learn about:
  • Understanding the reasons companies pursue business opportunities
  • Assessing opportunities and selecting appropriate opportunities for pursuit
  • Preparing a capture plan
  • Understanding customer buying behavior
  • Collecting and analyzing business intelligence
  • Assessing competitors
  • Developing a capture strategy
  • Influencing customers
  • Supporting proposal development and reviews
  • Supporting responses to customer questions and negotiations

Discover how companies that invest in business development before writing proposals bid on fewer opportunities, spend less, but win more often.

Who Should Attend
  • Senior Executives
  • Program Managers
  • Capture Managers
  • Proposal Managers
  • Campaign Manager
Materials
  • Workshop Manual
  • Capture Management Tools
  • Shipley Capture Guide