Qualifying to Win
Dates & Locations
Jan 16-17, 2019 – Sterling, VA
May 15-16, 2019 – Sterling, VA
Aug 21-22, 2019 – Sterling, VA
Nov 13-14, 2019 – Sterling, VA
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.
- 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
Who Should Attend
- Capture Managers
- Solutions Managers
- Business Developers
- Account Executives
- Program 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 firstname.lastname@example.org
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