Capturing Federal Business

Workshop Description:

This two-day workshop 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 to course mates, and simulation of the pursuit of a real, competitive opportunity, you will learn to improve your position with your customers before submitting offers.

You will learn about:

  • Reasons companies pursue business opportunities
  • Opportunity assessment
  • Capture plan preparation
  • Customer buying behavior
  • Business intelligence collection and analysis
  • Competitor comparison
  • Strategy development
  • Influencing customers
  • Supporting proposals

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
  • Workshop Manual
  • Capture Management Tools
  • Shipley Capture Guide

Contact Information

Contact Shipley at 888.772.9467 or

    "Shipley took what was essentially a "mystic black art" and brought it into the daylight for both my staff and myself. Understanding the 96-step process and having it presented professionally in a structured manner has energized our business development activities-with positive results!"

    Business Development Manager, Northrop Grumman Mission Systems