Would you like to know… ...

• How to position, plan and capture the right opportunity?
• How to set optimized pricing to win?
• How do I identify and strike on the customer's hot-spot?
• How to identify and target key decision makers?
• What's the right BD process for major customers?
• How to conduct an effective competitive analysis?
• What are the approaches for better business intelligence?
• How can we better align internal resources such as BD, sales, stake-holders, engineering and technical writing on a bidding team?
• How to influence what's in your client's RFP?

The 3-days Shipley workshop will answer these questions, and furthermore train you with a systematic winning method that will help produce more business.   This intensive workshop employs hands-on approach with 20% lecture, 30% discussion, 50% simulation exercise to deliver real value.

You'll also learn:

• An effective Shipley approach to tenders that can both cut your costs and improve your bottom line significantly, proven for winning 4 out of 5 of the tenders clients respond to when committed to the approach
• Insight into the Shipley winning methodologies and principles that help clients win more business consistently 
• Some key Shipley tools which compare your chances to your competitors and will let you decide which tenders to avoid  
• How to lead the development of a unique strategy for each tender, which addresses that customer's issues and ties them to your own organization's strengths and your competitors' weaknesses 
• Process to align your whole organization to focus around customers true needs
• Essential elements of an effective value proposition that proves to your customer exactly why they must choose your organization
• How to optimize pre-engagement strategy and information capture for target accounts
• Shipley tools and process that helps to properly plan and identifying, and in some cases creating the opportunities that you want to target
• Approaches for business intelligence, strategic objective setting and opportunity management
• How to map customer organizations, how to understand to some certainty their processes, issues and hot buttons, needs and requirements  
• How to apply strategic principles to action plans to maximize win probability, and to achieve a fully differentiated solution
• How to implement all the strategies within your own organization, including the interface between BD, opportunity management and proposal management