Capturing Federal Business

Dates & Locations

Jan 15-16, 2019 – Sterling, VA
Mar 12-13, 2019 – Sterling, VA
Apr 16-17, 2019 – Providence, RI
May 14-15, 2019 – Sterling, VA
June 11-12, 2019 – Sterling, VA
Aug 20-21, 2019 – Sterling, VA
Sept 24-25, 2019 – Dallas, TX
Oct 15-16, 2019 – Sterling, VA
Nov 12-13, 2019 – Sterling, VA

Course Information

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.

Enroll Today


Who Should Attend
  • Senior Executives
  • Proposal Managers
  • Program Managers
  • Campaign Managers
  • Capture Managers
  • Shipley Capture Guide v3.0
  • Tools and Templates
  • Course Workbook

If you register 30 days prior to the start of the workshop, enter EARLYBIRD at checkout to receive $100 off your registration fee!


If you have any questions about this course or others, contact Mallary Price at

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