Learn to write an Executive Summary in your own pace. Executive summaries are key elements of your business development documents, often the only part decision makers will read. Learn to write them quickly and effectively in this self-paced workshop. Whether you sell to governments or other businesses, offer products or services, work for a large, […]

Nächster Termin: 09.-10.03.2021 Auch Ihr vermeintlich bestes Angebot konnte den Kunden nicht überzeugen? Für erfolgreiche Angebote müssen alle Mitarbeiter im Vertrieb, in den Angebotsteams und in den Projektteams mit den Grundlagen des Angebotsmanagements vertraut sein. Gemeinsame Sprache, klares Rollenverständnis und effiziente Prozessanwendung sind in der oft zeitkritischen Angebotsbearbeitung wichtige Erfolgsfaktoren für den Gewinn eines Auftrags […]

Online / Live – Winning Executive Summary Executive summaries are key elements of your business development documents, often the only part decision- makers will read. Learn to write them quickly and effectively in this fast-paced workshop. Whether you sell to governments or other businesses, offer products or services, work for a large, established organization or […]

Die Executive Summary sollte das wichtigste Vertriebs- und Angebotsdokument eines Angebotes sein. Das Management des Kunden wird das Angebot eines Anbieters nicht selber im Detail lesen oder auswerten. In der Regel liest das Management (CxO-Level) aber die Executive Summary, um sich ein Bild über das Angebot zu verschaffen. Auf wenigen Seiten muss der Anbieter den […]

Termin: 18.-19.08.2020 in Düsseldorf. Auch Ihr vermeintlich bestes Angebot konnte den Kunden nicht überzeugen? Für erfolgreiche Angebote müssen alle Mitarbeiter im Vertrieb, in den Angebotsteams und in den Projektteams mit den Grundlagen des Angebotsmanagements vertraut sein. Gemeinsame Sprache, klares Rollenverständnis und effiziente Prozessanwendung sind in der oft zeitkritischen Angebotsbearbeitung wichtige Erfolgsfaktoren für den Gewinn eines […]

Shipley International and Shipley Germany will be available for discussion on new developments around Proposal Management. “Shipley is proud to be a Founding Sponsor and exhibiting at the inaugural Bid and Proposal Europe 2020, taking place in Amsterdam, March 5-6 2020. BPC Europe is a landmark conference for the Association of Proposal Management Professionals (APMP), […]

Proposals go through several iterations and reviews before final submission to the customer. Careful and thorough proofreading, editing, and revising help you focus on complying with customer requirements and convey a clear sales message. Customers interpret proposals and other business development documents as representing your best effort. If they find errors, they may doubt the […]

Customer focus is a trait that everyone claims but few communicate in their proposals. When someone in a business development role asks, “are you customer focused?” The usual answer is, “of course!” What characteristics make one proposal more customer-focused than another proposal? Do different individuals perceive customer focus differently? Do individuals with different cultural backgrounds […]

Founding Sponsor – Shipley Associates Shipley Associates is one of the Founding Sponsors of BPC Europe. The first event will take place as BPC Europe 2020 in Amsterdam. We are proud to be part of first APMP BPC in Europe. APMP is bringing the industry’s best new professional development, educational sessions, and unparalleled networking opportunities […]

Hunting involves many decisions and steps before you actually take a shot. These preliminary steps prepare a hunter to experience the most success. Similarly, when a business is just starting out, you must be on the hunt for opportunities that will sustain your organization. In the Shipley Business Development Lifecycle Guide, this stage is called market segmentation […]