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Shipley Guides

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!

If you order a bundle of  Shipley Guides/Playbooks on our Website you will receive a 10% discount on the total purchase price.

We are also selling our guides on Amazon.

Free Shipping Costs Germany: from 80,00€
Free Shipping Costs EU: from 120,00€
Free Shipping Costs Worldwide: from 250,00€


Shipley Capture Guide

Table of Contents

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Shipley Capture Guide™ – 3.0

Price: 69 € (incl. VAT)
Language: English

The Shipley Capture Guide provides on 228 pages guidelines and best practices for capturing strategic business in a competitive environment. Capture Team development and capture planning are critical elements of the business development lifecycle. 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


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Shipley BD Lifecycle Guide Guide™- 1.1

Price: 69 € (incl. VAT)
sold out

Language: English

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

Buy 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


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Shipley Proposal Guide™ – 4.1

Price: 79 € (incl. VAT)
Language: English

Version 4.1 includes over 50 topics and dozens of sample documents showing how to apply best practices.

Topics include:

  • Proposal Strategy
  • Customer Focus
  • Outlining
  • Storyboards and Mockups
  • Task Order Proposals
  • Grant Proposals
  • Active/Passive Voice
  • Bid/No-Bid Decisions
  • Compliance and Responsiveness
  • Page and Document Design
  • Virtual Team Management


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Shipley Proposal Manager Playbook™

Language: English
Price: 99 € (incl. VAT)

The Shipley Proposal Manager Playbook is a step-by-step guide with key tasks, milestones, and tools to help win more business.
Over 40 downloadable tools are included in the playbook, each a valuable aid to any Proposal Manager facing the challenge of managing people, process, solutions, and sales messaging.

Topics include:

  • Kickoff Meeting tools
  • Proposal schedules
  • Proposal outline and task tracking tools
  • Win strategy templates
  • Proposal section planner and organizer
  • Color team tools and checklists
  • Visuals and production logs

You will get the tools and templates on an USB flash-drive.

Win more business by making the Playbook work for you!


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Shipley Capture Manager Playbook™

Price: 99 € (incl. VAT)
Language: English

Winning business in today’s competitive markets requires discipline and know-how. Professionals pursuing business in any market segment need to be assertive in understanding and assessing customer needs, competitor positions, and strategic solutions.

The Shipley Capture Manager Playbook provides a step-by-step approach and necessary tools for capture or opportunity managers to qualify for and win strategic opportunities. The Playbook identifies key milestones and decisions that are necessary to advance the sale and gain a competitive advantage. Dismissing key steps or assuming a favorable position with the customer is a formula for failure.

By applying the key tasks, activities, milestone decisions, and tools found in the Playbook, you improve your probability of winning.

You will get the tools and templates on an USB flash-drive.


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Capability Maturity Model for Business Development – 2.02

Price: 59 € (incl. VAT)
Language: English

Version 2.0 reflects significant, world-wide operational experience, lessons learned, and research studies conducted since Version 1.0 was released in 2004.

In addition, the new version restructures content to align with Capability Maturity Model Integration® (CMMI®). As was true for Version 1.0, BD-CMM is not intended to provide “a quick fix” for organizations that may have failing BD projects.

Rather, it addresses key issues that:

  • Help organizations create dramatically more robust focus on customer value, dynamic leadership, teamwork, process vibrancy, and leading-edge systems
  • Support capability to win more opportunities, at greater contract values, while minimizing the cost of winning
  • Move organizations to a sustainable culture of business winning in an increasingly competitive business environment


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Shipley Guides – Also available as a bundle

Language: English

If you order a bundle of Shipley guides on our website, you will receive a 10% discount on the total purchase Price.



Buy Now

 

Shipley Playbooks – Also available as a bundle

Language: English

If you order a bundle of the Shipley Playbooks on our website, you will receive a 10% discount on the total purchase Price.

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