Capturing New Business (Online)

Dates & Locations

Course Information

Your organization can benefit from online training that meets your specific timing and geographic reach without the high cost of travel.

In this online, virtual 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.

The online course model consists of 3 live, virtual, instructor-led sessions conducted in a single day. Participants work on a case study during 1-hour breaks and practice applying tools and techniques. Using the ShipleyOnline learning management system (LMS), participants submit their work for instructor feedback, including a final draft section of a proposal. The exact delivery format can be tailored to your needs.

A certificate is issued upon successful completion of the course, which requires attendance at the live sessions, submission of written assignments, and passing a final course exam.

This course qualifies for the proposal writing requirement for Shipley Certification and counts as 5 CEUs toward maintaining APMP certification.

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