Discriminator

Specific tasks with deadlines assigned to individuals or teams during the capture phase, typically tracked in an action plan log.

A proposal outline with embedded RFP references so writers can see relevant requirements for each section.

The collected best practices of proposal management professionals — 51 topics across 7 categories.

Global professional association for proposal and BD professionals. Founded in 1989 by Shipley Associates.

A tool used to compare an organization's capabilities against competitors' likely capabilities, typically built against the customer's stated issues or requirements.

A milestone that validates whether the company is positioned to win based on capture data collected to date.

The state of having gathered enough capture intelligence, such as customer insight, teaming, staffing, and price-to-win understanding, to justify committing resources to a compliant, competitive proposal.

Analysis of competitors including their strengths, possible teaming, discriminators, potential solutions and strategies, and knowledge of the customer.

Reviews initial capture plans to evaluate knowledge of customer and opportunity. Occurs early in the lifecycle.

Shipley's organizational assessment measuring maturity across Customer, Leadership, People, Process, and Support.

Shipley's methodology: seven phases (0–6) from Market Segmentation through Post-Submittal Activities.

A plan developed by the Capture Manager and management team laying out the process to win a specific bid.