Major Aerospace Manufacturer Transforms Business Development and Proposal Operations
More than 30% lower proposal development costs over three years
Business Impact
30%+ reduction in proposal development costs over three years
Over the three-year engagement, Shipley helped the client reduce costs, streamline how work was performed, and equip its teams to sustain the gains.
Client Challenge
The client needed a more disciplined and cost-effective approach to pursuing opportunities that could deliver consistent results and be sustained by its own teams.
The client needed to:
- Reduce the cost of developing competitive proposals
- Streamline proposal production
- Create a consistent approach to business development and pursuits
- Strengthen opportunity screening and capture management
- Develop the skills of internal teams
- Make better use of technology and infrastructure to support delivery
Shipley Solution
Shipley introduced a structured approach that combined proven methods, practical tools, and targeted training to improve how the client pursued and developed opportunities.
The Shipley team:
- Applied proven Shipley methods across the business development lifecycle
- Trained capture, business development, and proposal professionals
- Introduced practical tools and best practices to streamline proposal production
- Strengthened opportunity screening and capture planning
- Created greater consistency in how teams pursued and developed opportunities
- Established a foundation for continued improvements in processes, technology, and infrastructure
Over three years, the engagement progressed from establishing a strong foundation to enabling the client’s teams to operate more independently:
Year 1 — Establish the Foundation
Introduce a consistent approach to pursuing opportunities, streamline proposal production, and equip teams with the skills to apply it.
Year 2 — Build Internal Capability
Expand the role of trained internal teams, increasing self-sufficiency and reducing reliance on external support.
Year 3 — Scale and Sustain
Use enhanced systems and infrastructure to sustain performance and support continued gains.