Shipley Business Development Lifecycle Guide

Every organization wants to win more business. The Business Development Lifecycle Guide provides a detailed description of the Shipley seven-phase process. Each phase has defined tasks/activities with pre-determined inputs and outputs. Phases include multiple steps that are separated by decision milestones, which improve capture and win rates.

This hardcopy or online guide contains best practices on each of these critical phases of business development:

• Phase 0: Market Segmentation: Evaluate your marketplace and identify segments of the market in which you want to compete.
• Phase 1: Long-Term Positioning: Identify and understand your marketplace, customers, and competitors and develop plans to build your resources, capabilities, and information bases.
• Phase 2: Opportunity Assessment: Assess current opportunities in the marketplace that match your capabilities.
• Phase 3: Capture/Opportunity Planning: Learn to craft a solution that meets not only the customer’s explicit requirements but critical hot buttons as well.
• Phase 4: Proposal Planning: Understand the value of a collaborative relationship with the customer that creates a winning solution that targets the customer’s needs.
• Phase 5: Proposal Development: Ensure your proposal is compliant, responsive, strategically sound, consistent among volumes, and produced on time.
• Phase 6: Post-Submittal Activities: Solidify your relationship with the customer and build trust in your ability to provide the services you detailed in your proposal.

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