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Shipley business development lifecycle guide pdf

Shipley capture plan template 2025

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The document outlines a workshop titled 'Winning Sales Proposals and Winning Executive Summaries' offered by Shipley, aimed at enhancing proposal development skills for sales professionals. It emphasizes the importance of aligning proposals with customer needs, creating impactful executive summaries, and using proven tools to improve win rates in competitive bidding. The workshop includes simulations and discussions over three days, targeting various roles within sales teams. Additionally, it highlights Shipley's consulting and training services that support clients in securing government and commercial contracts.

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Click ‘Get Form’ to open the Shipley Capture Plan Template in the editor.
Begin by filling out the 'Executive Summary' section. Clearly articulate your value proposition and ensure it aligns with customer needs.
Move to the 'Competitive Analysis' field. Here, identify key competitors and outline their strengths and weaknesses relative to your proposal.
In the 'Resource Allocation' section, specify the resources required for your proposal. This includes personnel, budget, and timeframes necessary for successful execution.
Complete the 'Win Strategy' area by detailing how your proposal meets customer expectations and stands out from competitors.
Finally, review all sections for clarity and coherence. Utilize our platform's editing tools to make any necessary adjustments before saving or sharing your completed template.

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How to write a capture plan?

Identify Opportunities Early. The first step in your capture plan is to identify opportunities before they arise. Analyse Your Competition. Define Customer Pain Points. Evaluate Costs and Value. Design an Action Plan. Send a Proposal and Negotiate. Analyse Your Performance.

What is the Shipley capture process?

Capture planning is the process of identifying opportunities, assessing the competitive environment, and implementing winning strategies oriented toward capturing a specific business opportunity.

What are Shipley principles?

This document discusses the 7 pillars of effective proposals: compliance, responsiveness, competitive focus, sales discriminators, win strategy, quality of writing, and visualization. It provides tips for implementing each pillar when planning, organizing, writing, examining and revising a proposal.

What is the capture process?

Capture process objectives The purpose of a Capture process is to: Identify and qualify opportunities, including risk assessment. Develop a win strategy document your understanding of the customer problem, value adding solutions, price to win, and any capability requirements needed to pursue and win the opportunity.

Is Shipley certification worth it?

The Association of Proposal Management Professionals (APMP) recognizes Shipley as a top process and offers a certification on it. While it is an excellent process used by many major organizations, for some smaller teams, Shipley can be overkill.

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What is a Shipley process?

One of the most widely acclaimed methods is the Shipley Method - a comprehensive framework that guides contractors through the complex process of winning government contracts. Used by a large portion of the top Fortune 100 companies, the intricacies may be far more complex than what your smaller team is capable of.

What is an opportunity capture plan?

A capture strategy in government contracting refers to a systematic approach employed by businesses to identify and pursue lucrative government contracts successfully.