Qualifying to Win

Workshop Description:

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

Who Should Attend
  • Capture Managers
  • Business Developers
  • Program Managers
  • Solution Managers
  • Account Executives
Materials
  • Workshop Manuals

Contact Information

Contact Shipley at 888-772-9467 or questions@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