Capturing Federal Business/Qualifying to Win

Dates & Locations

Mar 28-30, 2023 – Sterling, VA

Course Information

This is a 3-day workshop comprised of Capturing Federal Business (2 days) and Qualifying to Win (1 day). Capturing Federal Business: Learn a proven process to plan and manage a capture strategy and capture planning effort. Focus on the customer’s environment, needs, and requirements while staying ahead of the competition. Qualifying to Win: Gain a competitive advantage through early positioning of your solution. Learn to ask effective questions, listen to the customer, and build a business case that meets the customer’s expectations.

A description of each course in this combination is listed below.

Capturing Federal Business

Build practical skills through lecture, discussion, simulations, and exercises. While learning a proven capture process, participants learn to use tools and disciplines to develop winning strategies and then implement those strategies through their capture teams by:

Understanding the customer’s buying problems, value considerations, and selection process
Analyzing the customers environment, needs, and requirements
Using proven methods to assess competitive positions with the customer
Building strategies that maximize win probability
Learning to turn strategies into actions that drive to the win

Qualifying to Win

Review the pre-capture phase of the business development lifecycle. The course is specifically designed for professionals who have business development and sales responsibilities. This workshop not only delivers concepts that give a strong theoretical foundation for capture and sales activities, it also provides the critical communication skills required in real life. Learn to:

Understand the customers decision-making or source selection process, personnel, and evaluation criteria
Create value by helping customers think through the business impact of key issues and drivers
Gain insight into how your attitudes and behaviors affect the development of trust in the customer relationship

Learn to strengthen customer relationships for short- and long-term success

Enroll Today

$1799

SELECT DATES

Who Should Attend

Capture Managers
Sales and Marketing Professionals
Senior Executives
Business Development
Program Manager

Materials

Tools and Templates
Course Workbook
Shipley Capture Guide v3.0

Discounts:

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

Questions:

If you have any questions about this course or others, contact Mallary Price at mprice@shipleywins.com

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