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Shipley Guides

Shipley eBooks

These guides are a compilation of industry and business best practices that help individuals and teams win business by applying best practice. Sample documents, annotated with rationale and guidance, provide the user examples of tools and templates that can be developed to help them compete and win. Every business development professional should have these guides at their fingertips!

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Shipley Proposal Guide 4th Edition

Price: $99 | More Information »

The Fourth Edition includes updates in these useful sections
• Electronic Submittal
• Production
• Proposal Management Plan
• Proposal Preparation Tools
• Bid Decisions
• Reviews
• Capture Planning
• Proposal Strategy

The Proposal Guide also provides valuable cross-reference to the Shipley Capture Guide and the Shipley Business Development Lifecycle Guide. The combined series of guides provides ongoing support to sales, capture and business development professionals at all levels.

Volume Discounts:
Purchase 1-10 Guides $99 each
Purchase 11-50 Guides $94 each
Purchase 51-100 Guides $89 each
Purchase 101-200 Guides $79 each

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Shipley Capture Guide 3rd Edition

Price: $99 | More Information »

The Shipley Capture Guide Business Development professionals will find value in referring to these best practices, including several annotated Capture Plan templates that provide models for capture teams.

Topics include:
• Capture Planning
• Capture Scheduling
• Capture Team selection and Management
• Color Team Reviews
• Customer Focus Capture skills and Tactics
• Decision Gate Reviews
• Engaging Proposal Support
• Pricing to Win
• Engaging Program Management

Volume Discounts:
Purchase 1-10 Guides $99 each
Purchase 11-50 Guides $94 each
Purchase 51-100 Guides $89 each
Purchase 101-200 Guides $79 each

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Shipley Business Development Lifecycle Guide

Price: $99 | More Information »

Now, the Shipley Business Development Lifecycle used by thousands of successful companies worldwide is well documented and published.

Purchase the guide and receive a foldout wall chart showing the various phases, decision gates, and milestones of this best practice framework for business development, in any industry.

The lifecycle is designed to be tailored to any organization based on the complexity of the market and sales cycle. It guides you through the 7 phases of winning business:

  • Market Segmentation - Knowing your target market
  • Long-Term Positioning - Promoting your solutions to potential customers
  • Opportunity Assessment - Qualifying each opportunity
  • Capture Planning - Developing a win strategy
  • Proposal Planning - Establishing a team and plan for proposal development
  • Proposal Development - Drafting and writing a compelling proposal
  • Post Proposal Submittal - Briefing and negotiating with customers

Volume discounts available:
Purchase 1-5 Guides 99 each
Purchase 6-25 Guides 89 each

Best Value!: This guidebook can also be purchased as a bundle with the Shipley Proposal Guide and the Shipley Capture Guide, if you select the Shipley Business Development Series below

Click here To see a free preview of the Lifecycle online.

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The Shipley Proposal and Capture Guide Combined Bundle

Price: $189 | More Information »

Understand more about the Shipley 96-Step Business Development Process by using both the Capture Guide and the Proposal Guide. This package includes the Fourth Edition of the Shipley Proposal Guide and the new Shipley Capture Guide.





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Shipley Business Development Series

Price: $259 | More Information »

This package includes all three best practice Shipley guides, including the Proposal Guide, Capture Guide, and BD Lifecycle Guide and wall foldout. The comprehensive reference guides help you understand sales, capture, proposal, and business development best practices and proven principles.

This series of the 3 guidebooks are a compilation of industry and business best practices that help individuals and teams win business by applying best practice. Sample documents, annotated with rationale and guidance, provide the user examples of tools and templates that can be developed to help them compete and win. Every business development professional should have this complete series at their fingertips!

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Self-Paced Training

Shipley eBooks

Learn how to win business at your own pace and on your schedule with Shipley’s new interactive eLearning modules. With no fixed schedule and ample time to go back and review topics as needed, our self-paced eLearning offers you an effective use of your time and training investment. Take a look at the online courses that we offer today!

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Self-Paced Training: eLearning Bundle - Best Value!

Price: $499 | More Information »

SAVE 30% by purchasing the complete bundle of our 8 self-paced training modules including:
An Overview of Color Team Reviews
An Overview of Pink Team Review
An Overview of Proposal Outlining
Proposal Kickoff Meetings
Identifying Discriminators and Developing Effective Theme Statements
Proposal Writing
Storyboarding and Mockups
Proposal Executive Summary Development

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Self-Paced Training: Foundation for Proposal Development

Price: $299 | More Information »

Updated, with refreshed content! This in-depth course is designed for capture and proposal professionals seeking to win more business. It also serves as a preparatory course to pass the Foundation Level Certification exam offered by APMP.

This online, self-paced course addresses the following five key competencies as detailed in the APMP Body of Knowledge:

  • Overview of Process and Sales Methods
  • Information Research and Management
  • Proposal Planning
  • Proposal Development
  • Proposal Management

This is an online, self-paced eLearning module allowing learners to take the course whenever and wherever they want - with a web connection. A sample exam is included as part of the course.

You will have access to the course for 120 days.

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Self-Paced Training: An Overview of Outlining

Price: $89 | More Information »

Outlines are important in individual proposal writing efforts and essential in team writing efforts. When you organize your proposal according to the customer's request, you demonstrate your ability to follow their direction and lay the foundation that your proposal will also meet the customer's needs. This interactive eLearning course introduces participants to using the customer’s request for proposal or bid as the guide for creating a compliant outline to ensure your response meets the customer's stated requirements. This module includes a short quiz at the end of the course. Students also have access to sections of the Shipley Proposal Guide to supplement and reinforce key best practices. You will have access to the course for 1 year. Audience: This module is designed for proposal managers, coordinators, and contributors.

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Self-Paced Training: An Overview of Color Team Reviews

Price: $89 | More Information »

Many organizations conduct color team reviews or similar activities as part of their business development and proposal processes. These reviews are designed to help select the right opportunities to bid, confirm win strategies, address proposal and performance risk, and support development of high quality, winning proposals. This interactive eLearning course introduces participants to color team reviews that have been proven to help offerors increase their win probability on must-win Federal proposals.

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Self-Paced Training: Proposal Kickoff Meetings

Price: $89 | More Information »

Other topics this course covers:

  • Plan your kickoff meeting
  • Invite the right people
  • Create an effective agenda
  • Prepare a kickoff package
  • Establish proposal operations guidelines

You will have access to the course for 1 year.

Audience: This module is designed for anyone leading or participating in proposal kickoff meetings, including sales professionals, capture leaders, and proposal managers/contributors.

This is an online eLearning module.

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Self-Paced Training: Identifying Discriminators and Developing Effective Theme Statements

Price: $89 | More Information »

Other topics this course covers:

  • Defining what a discriminator is (both positive and negative)
  • Identifying discriminators that focus on your people, experience, performance, and understanding of the customer’s business
  • Developing short and concise theme statements (proposal, volume, and section) that tie your unique discriminators to the customer’s critical needs

You will have access to the course for 1 year.

Audience: This module is designed for proposal contributors.

This is an online eLearning module.

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Self-Paced Training: Proposal Writing

Price: $89 | More Information »

Topics include:

  • Developing content, graphics, and branding that clearly reflect the quality of your organization to the evaluators
  • Using POWeR™ to develop proposals that are easy to evaluate and score by the evaluators, increasing winning probability
  • Scheduling color team reviews to obtain unbiased views and recommendations for improving proposal content

This module includes a short quiz at the end of the course. Students also have access to the Shipley Proposal Guide sections to supplement learning and reinforce key best practices.

You will have access to the course for 1 year.

Audience: This module is designed for proposal managers, proposal writers, business developers, proposal coordinators, and proposal contributors.

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Self-Paced Training: Storyboarding and Mockups

Price: $89 | More Information »

Topics include: Using storyboards to develop and review new material Using mockups to force writers to focus on the relative importance of topics to the customer and the offer Managing the difficult transition from storyboards to mockups to the first draft This module includes a short quiz at the end of the course. Students also have access to the Shipley Proposal Guide sections to supplement learning and reinforce key best practices.

You will have access to the course for 1 year.

Audience: This module is designed for proposal managers and contributors.

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Self-Paced Training: Executive Summary Development

Price: $89 | More Information »

Executive summaries are often the only part of your business development documents that decisionmakers will read. Whether you sell to governments or other businesses, offer products or services, work for a large, established organization or a small start-up, Winning Executive Summaries will give you knowledge and tools to enhance your performance. Executive Summary Development teaches you how to plan and write executive summaries that improve the effectiveness of your proposals and other business development documents.
Topics include:

  • Using principles of customer focus in writing executive summaries
  • UWriting, organizing, and planning executive summaries using the Shipley Executive Summary Organizer
  • Examining and revising draft executive summaries for customer focus, effectiveness, and clarity

This module includes a short quiz at the end of the course. Students also have access to the Shipley Proposal Guide sections to supplement learning and reinforce key best practices.

You will have access to the course for 1 year.

Audience: This module is designed for Business Development Managers, Marketing and Sales Manager as well as, Capture and Proposal managers.

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Self-Paced Training: An Overview of Pink Team Review

Price: $89 | More Information »

The Pink Team reviews storyboards, mockups, or writing plans created to respond to proposal requirements. The team seeks to validate or correct the proposal approach NOW, before writing starts. This interactive eLearning course teaches participants of the purpose and value of the Pink Team review and reviews how to conduct a review. Participants are introduced to tools for conducting the Pink Team review. This module includes a short quiz at the end of the course. Students also have access to sections of the Shipley Proposal Guide to supplement and reinforce key best practices. You will have access to the course for 1 year. Audience: This module is designed for proposal managers and contributors.

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Shipley eBooks

Shipley eBooks

Shipley eBooks allow business development and sales professionals to access industry best practices from any eReader platform. Once purchased and downloaded, the series of guidebooks can be viewed on virtually any eReader device and provide access to critical information anywhere, any time. Any sales, capture, or proposal professional should have ready-access to these tools.

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Interactive Shipley Business Development Lifecycle Tool

Interactive Shipley Business Development Lifecycle Tool

Your annual subscription allows you access to a description of each phase and step in the lifecycle with sections of the Shipley Capture Guide and Proposal Guide to support best practice.

Annual Subscription: $99

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