Qualifying to Win

Dates & Locations

Mar 30, 2023—Sterling, VA

Course Information

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.

This 1-day workshop covers the pre-capture phase of the business development cycle and 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

$950

SELECT DATES

Who Should Attend

Capture Managers
Solutions Managers
Business Developers
Account Executives
Program Managers

Materials

Shipley Capture Guide v3.0
Tools and Templates
Course Workbook

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