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


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 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