Capturing Business

Workshop Description:

In this course, participants learn a proven process for capturing strategic business opportunities in any industry. Participants learn high impact skills for qualifying opportunities and strategically positioning their organizations for successful bids.

Participants use a case study to learn to qualify opportunities, conduct research on the customer and competition, and develop a plan to help shape and address the opportunity before the customer issues a formal bid request. Course content includes:

• Recognizing the customer buying process
• Understanding the roles and responsibilities of capture planning
• Using Pwin (the probability of a win) to evaluate factors leading to a bid/no-bid decision
• Selecting and qualifying business opportunities of interest, based on rational criteria
• Employing competitive intelligence in capture planning
• Analyzing competitors’ positions from the customer’s perspective
• Refining the capture strategy – discriminators, theme statements, value proposition
• Creating action plans to implement strategy

Who Should Attend
  • Capture Managers
  • Opportunity Managers
  • Business Developers
  • Sales Professionals
  • Sales Management
  • Case Study Materials and Tools
  • Shipley Capture Guide 3rd Edition

Contact Information

Contact Shipley at 888-772-9467 or

    I took a lot of your teachings to heart, especially the pre-proposal planning, proposal development worksheets, and debriefing tips. As a result, my company had its best-ever month in new business acquisition…I now have a win rate of over 60 percent! Thank you for the seminars that have proven so valuable to me, my company, and my professional future.

    Corporate Proposal Manager