Your Pipeline Crossed Borders. Your Process Didn't Follow.

Shipley partners with global BD leaders to build, scale, and operate the infrastructure that turns complexity into consistent performance.
You're accountable for revenue performance across markets around the world. The organizations that win at global scale don't eliminate that complexity — they build the operational infrastructure to manage it. Shipley helps global leaders build, optimize, and operate BD functions designed for global complexity, not just local success.
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Multiple Markets. No Shared Language for How to Win.

Competing across global markets isn't a single BD challenge — it's dozens of them running simultaneously. Every region brings its own procurement environment, cultural dynamics, and competitive landscape. What wins in one market doesn't automatically translate to the next. And the further an organization scales, the harder it becomes to maintain the consistency, visibility, and coordination that global performance requires.

Most BD infrastructure was built for the markets an organization knew first. It gets stretched as the footprint grows. The gaps show up in pursuit quality that varies by region, handoffs that stall across time zones, capture processes that don't hold across business units, and leaders who can't get a clear picture of pipeline health across the operation.

The Solution

Building a global BD operation that performs requires two things most organizations underestimate: a common methodology that connects how teams work across markets and geographies, and an operational model designed to work across time zones — not just adapt to them

Strategic Assessment

We analyze regional operations to identify gaps and opportunities that internal teams may not see. This establishes a clear picture of where you are and what needs to change to operate effectively across markets.

Global Operational Design

We support clients in creating or optimizing centralized BD functions for worldwide coverage. This includes cross-functional collaboration models, region-specific capture processes, shared knowledge platforms, and time zone coverage strategies including follow-the-sun models that keep pursuits moving around the clock.

Embedded Global Teams

For organizations that need immediate capacity or a long-term operational partner, Shipley provides embedded BD, capture, and proposal professionals who function as an extension of your team. We manage the talent, the process, and the quality standard — across geographies and time zones — so your leaders can focus on the pursuits that matter most.

Training & Capability Development

With 17 offices in 40 countries, Shipley provides training and consulting suited to local procurement needs and cultures, all following a unified methodology. Flagship programs like the BD Boot Camp can be deployed globally with local adaptation. Training for Trainers programs empower your internal facilitators to scale capability without relying on Shipley for every session. On-demand and self-paced options address time zone and language challenges.

We're Not Advising From a Distance. We're Already There.

Shipley is the global standard in BD and capture. When organizations want to know what best-in-class looks like, they come to us.

We don't advise global operations from a single headquarters. With 17 offices across 40 countries, we operate in the markets our clients compete in. We deliver training and consulting with local knowledge and cultural competency. And for organizations that need more than methodology, we provide embedded BD, capture, and proposal professionals who manage talent, process, and quality standard across geographies and time zones.

This is not theory applied from a distance. It is methodology built and delivered locally, and operations run by people who understand the market.

Your global operation deserves a global partner

Let's start with where you are and build from there.
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outcomes

What Changes When your BD Operation is Built for Global Scale:

Global infrastructure/connected nodes
Quality checkmark consistent across regions
Clock with global coverage
Training icon with local adaptation symbol
Cross-functional team collaboration.
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Case study

Technology Company Scales Global Proposal Excellence Through Strategic Partnership

Since 2017, Shipley has partnered with this technology company's industry solutions division to transform inconsistent proposal operations into a high-performing global capability:

65%

in wins (FY25)

224 wins

worth $1.5B over three years

~20%

above industry win rate norms

4 countries

global team built from scratch

Read the full case study

Global ompetition requires global capability.
Let’s build yours.

Talk to a Shipley advisor

Other Strategic Services

Managed Services

When proposal demand has outpaced your team's ability to manage it, Shipley steps in as a fully embedded operation. Not a staffing solution. A delivery model.Win Rate Diagnostic & Performance Benchmarking

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Win Rate Diagnostic & Performance Benchmarking

Shipley's win rate diagnostic removes the guesswork and the politics. You get a scored performance assessment benchmarked against top performers, with root causes identified and priorities ranked.

Read more

BD Process Design & Refinement

If your team is talented but inconsistent, the problem is usually the process. Shipley builds the workflows, playbooks, and training your organization needs to compete the same way every time.

Read more

Frequently Asked Questions

About Global Reach

Where does Shipley operate?
Shipley has 17 offices across 40 countries. We operate in the markets our clients compete in, delivering training and consulting with local knowledge and cultural competency.
Can Shipley deliver training in languages other than English?
Yes. Shipley delivers training in 14 languages, including English, French, German, Spanish, Portuguese, Italian, Romanian, Dutch, Danish, Swedish, Arabic, Japanese, Korean, and Hindi. With offices in 40 countries, our training is also adapted to local needs and cultures. On-demand and self-paced options help address time zone differences for globally distributed teams.
How does Shipley adapt its methodology for different regions?
Shipley follows a unified methodology but adapts delivery to local procurement practices and cultural dynamics. Programs like the BD Boot Camp are deployed globally with regional adaptation so the content lands with local teams.

About the Engagement

What does a strategic assessment of our global operations involve?
Shipley analyzes regional operations to identify gaps and opportunities that internal teams may not see. This establishes a clear baseline of where you are across markets and what needs to change to operate effectively at global scale.
Do we need to engage Shipley in every region, or can we start with one?
Starting with a single region is a common and practical approach. Shipley operates through a global affiliate network, so organizations can contract directly with regional affiliates or work through a single Shipley Associates contract that flows down to all parties. Either way, coordination is handled on our side.
What is the typical timeline for building or optimizing a global BD operation?
Timelines vary, but most engagements move in months, not years. The primary factors are the number of regions involved, stakeholder availability, and whether the work is building from scratch or optimizing what exists. A phased approach is common, with early phases delivering visible results quickly and deeper work building over time.

About Scaling Internally

What is the Training for Trainers program?
Training for Trainers empowers your internal facilitators to deliver Shipley methodology independently, so you can scale capability across regions without relying on Shipley for every session.
Can we use Shipley’s on-demand training to supplement live programs?
Yes. On-demand and self-paced options are available to address time zone and scheduling challenges. These can supplement instructor-led programs and help teams maintain skills between live training sessions.

About Operational Design

What is a follow-the-sun model?
A follow-the-sun model coordinates proposal and capture work across time zones so pursuits keep moving around the clock. As one regional team ends their day, the next picks up. Shipley has proven experience enabling this type of global operation.
Can Shipley help us centralize BD operations if we have never had a centralized function?
Yes. Shipley supports clients in creating centralized BD functions from scratch as well as optimizing existing ones. This includes cross-functional collaboration models, region-specific capture processes, and shared knowledge platforms designed for worldwide coverage.

About Fit

What types of organizations typically engage Shipley for global BD expansion?
This service is designed for organizations competing in multiple international markets that need BD, capture, and proposal operations to work consistently across regions. The typical buyer is a senior executive such as a CRO or CGO who needs centralized teams, reliable time zone coverage, and consistent quality across business units.
What if we already have strong BD processes in some regions but not others?
Shipley’s strategic assessment identifies gaps and opportunities across all regions. The approach is designed to work with what you already have, optimizing strong areas and building capability where it is missing, so the result is consistent without starting over everywhere.