Energy and Energy Services
Global Energy Services Firm Streamlines Capture and Proposal Operations
Business Impact
37% reduction in capture and bid costs during the first year
The new approach also improved pipeline visibility, proposal efficiency, and competitive performance.
- Reduced proposal production costs
- Achieved 80% confidence in sales pipeline accuracy
- Increased win rate within six months of implementation
- Established a consistent, cost-effective model to regain market share and grow sales
Client Challenge
Following a series of mergers and acquisitions, the client lacked a unified approach to business development, capture, and proposals. Different divisions used their own processes, tools, and decision criteria, creating inefficiencies at a time when changing government regulations were increasing competitive pressure.
The client needed to:
- Eliminate redundant workflows and inefficient use of resources
- Clarify authority for pursuit and bid decisions
- Strengthen proposal planning and management
- Improve consistency and quality across submissions
- Create a more disciplined approach to competing for and winning business
Shipley Solution
Shipley worked with the client to design and implement a unified approach to capture and proposal development across the organization. The Shipley team:
- Diagnosed methodology gaps through stakeholder engagement
- Benchmarked proposal and capture methodologies against industry best practices
- Aligned with senior leadership on priorities required to achieve revenue targets
- Developed a customized training, performance, and certification program to ensure sustained excellence
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