Workshop Description:

This one-day workshop begins by exploring the concept of customer focus and how it can be achieved. It continues with information on the many uses of customer-focused executive summaries in business development documents, especially proposals. A process for creating effective summaries is then introduced and practiced, step by step.

Course Overview:

Workshop Description:

This one-day workshop begins by exploring the concept of customer focus and how it can be achieved. It continues with information on the many uses of customer-focused executive summaries in business development documents, especially proposals. A process for creating effective summaries is then introduced and practiced, step by step.

You will learn to:
  • Understand the nature of customer focus and how to infuse it into your documents
  • Create executive summaries focused on your customer’s most important issues
  • Use customized planning and organizing tools to quickly craft effective executive summaries

By the end of the workshop, you will have a completed executive summary you can use as a model or share with a customer. At your discretion, this can be an executive summary related to an historical business opportunity (won or lost), a live opportunity you are currently pursuing, or a case study furnished by Shipley.

Who Should Attend
  • Account Managers
  • Sales Professionals
  • Proposal Managers
  • Capture Managers
Materials
  • Workshop Manual
  • Shipley Proposal Guide