Qualifying to Win
This workshop teaches you to qualify opportunities through improved customer engagement. Well-planned questions that focus on customer needs, issues, and motivators are essential to qualifying effectively. Improve your Pwin using these key points:
- Understanding the Current Sales Environment. Customers have more access to information than ever before. Understanding the customer buying cycle and decision-makers helps advance the opportunity. Learn why customers are more skeptical than ever and learn the importance of establishing trust.
- Assessing Customer Needs. Asking good qualifying questions and actively listening help build trust with the customer. Learn about ways to uncover hidden needs and clarify issues and expected results through effective questioning.
- Developing a Business Case. Customers make buying decisions once they can justify the cost and see the value of your solution. Learn to overcome customer obstacles by focusing on the benefits and results rather than the features of your solution.
Workshop Details
Pricing To Win
This 2-day workshop teaches skills for business development, marketing, capture management, pricing, and finance personnel, including:
- Understanding customers’ acquisition budgets, including sources and uses
- Understanding customer assessments of bidders’ proposed prices/Price-capability trade-offs
- Reviewing competitors’ probable solutions and likely pricing strategies and tactics
- Iteratively adapting your company's solution, price, and capture strategy to improve win probability
- Influencing customers to prefer your company's own solution and price over competitors’ prior to release of an RFP
- Guiding proposal pricing efforts to ensure the offer places your organization in a position to compete and ultimately win
- Securing the award after proposal submittal by refining and executing pricing strategies
Participants actively engage in hands-on exercises based on a real-world competitive opportunity. This fast-paced workshop builds skills and expands knowledge in this critical aspect of winning business.
Winning in the Cost Volume
Learn skills related to planning and writing sections in any portion of a proposal. Practice a proven process for planning content and layout of winning proposal sections. You will also learn how to ensure your section will score highly during evaluation through a government evaluation.
You will learn to:
- Plan content using a storyboard to be compliant and implement approved proposal strategies
- Incorporate effective graphics and captions to better communicate messages
- Mockup section layout
- Organize content to be persuasive, write the planned proposal section, and examine the section draft for effectiveness
- Collaborate and coordinate with other team members writing different sections of the proposal
Managing Federal Proposals
Learn essential skills for managing a full proposal or volume in the U.S. federal market space. Develop detailed understating of federal proposal evaluation processes and their impact on proposal planning management.
You will learn to:
- Assess your own proposals like a government evaluation team
- Convert action-based capture strategies into message-based proposal strategies or win themes
- Assign requirements to appropriate authors for coverage in the proposal
- Prepare for and conduct an effective kickoff meeting, including providing clear instructions to authors
- Lead high-performing proposal teams on fast-paced schedules
Writing Federal Proposals
Learn skills related to planning and writing sections in any portion of a proposal. Practice a proven process for planning content and layout of winning proposal sections. You will also learn how to ensure your section will score highly during evaluation through a government evaluation.
You will learn to:
- Plan content using a storyboard to be compliant and implement approved proposal strategies
- Incorporate effective graphics and captions to better communicate messages
- Mockup section layout
- Organize content to be persuasive, write the planned proposal section, and examine the section draft for effectiveness
- Collaborate and coordinate with other team members writing different sections of the proposal
Capturing Business
Learn to improve your competitive position before your customer releases a request for proposal. By learning how to select and pursue the most winnable opportunities, you can lower business development costs and increase revenue.
Working with a team representing one of several contractors, you’ll cover topics including:
- Analyzing and building knowledge about potential business opportunities
- Understanding competitors and their likely approaches
- Developing strategically sound solutions to the customer’s needs
- Influencing customers to prefer your solution over competitors’
Managing Proposals
Learn essential skills for managing a full proposal or volume in the U.S. federal market space. Develop detailed understating of federal proposal evaluation processes and their impact on proposal planning management.
You will learn to:
- Assess your own proposals like a government evaluation team
- Convert action-based capture strategies into message-based proposal strategies or win themes
- Assign requirements to appropriate authors for coverage in the proposal
- Prepare for and conduct an effective kickoff meeting, including providing clear instructions to authors
- Lead high-performing proposal teams on fast-paced schedules
Writing Proposals
Learn skills related to planning and writing sections in any portion of a proposal. Practice a proven process for planning content and layout of winning proposal sections. You will also learn how to ensure your section will score highly during evaluation through a government evaluation.
You will learn to:
- Plan content using a storyboard to be compliant and implement approved proposal strategies
- Incorporate effective graphics and captions to better communicate messages
- Mockup section layout
- Organize content to be persuasive, write the planned proposal section, and examine the section draft for effectiveness
- Collaborate and coordinate with other team members writing different sections of the proposal
Course Description
This one-day, interactive workshop, with instructor-led, in-person and online offerings, focuses on customer engagement using a sales case study as the basis for interacting with the customer. The training is a blend of lecture, discussion, and exercises based on a real-world scenario.
The facilitator guides the participants through the process of establishing a business case for making a buying decision.
This workshop builds on sales and capture efforts that aim to advance any sales opportunity.
OnDemand Advantages
- Learn at your own pace
- Revisit prior modules, as needed
- Practice key principles with case study exercises
- Test understanding with quizzes and a final exam
- Work toward Shipley Business Winning Certification
- Earn APMP CEUs and PMP PDU units
Featured Modules
Completion Criteria
What you'll learn
Benefits of Shipley OnDemand
With no fixed schedule and ample time to go back and review topics as needed, our on-demand course offers you an effective use of your time and training investment. In addition, our OnDemand— Micro Course provides:
- Reinforcement of key concepts, principles, and best practices contained in Shipley training
- Access to Shipley’s best practice guidebooks for ongoing reference and guidance
- Convenient log-in to learning sites wherever you have web access
Who Should Attend?
- Capture Managers
- Account Managers
- Sales Executives
- Business Development Specialists
Topics covered
- Mutually exploring customer needs, issues, and challenges
- Identifying key decision-makers and their priorities
- Asking questions that uncover needs and issues
- Uncovering evidence and impact of issues driving the customer’s need to seek solutions
- Actively listening and clarifying to establish trust and understanding
- Overcoming obstacles that might prevent the customer from buying
- Collaborating with the customer to build a value proposition
- Planning and scheduling customer engagement opportunities
Certification
This course qualifies as one of four learning units for the Shipley Certification, counts as 8 CEUs toward maintaining APMP certification, and qualifies as 8 hours/units towards the PMP PDU requirements. A certificate of training completion is issued upon successful completion of the course.
Below are the credits earned for this course and remaining credits needed to complete Shipley Certification
- Earned: 1 Elective Learning Units for Pricing to Win
- Remaining: 6 Core Learning Units for Capture Planning, Proposal Management and Proposal Writing; 3 Elective Learning Units
Cancellation Policy
Change Policy: If you cannot attend a workshop for which you have registered, you may transfer to another workshop of equal value, or you may substitute attendees from your company without penalty.
Cancellation Policy: If you cancel your registration, a $75 processing fee will be charged on all cancellations made up to 14 days in advance of the workshop start date. For cancellations made 14 days or less prior to the start of a workshop, a Cancellation Fee of $400 will be charged. If you do not attend a workshop and do not advise us, the full price of registration will be charged. Shipley Associates may cancel a workshop if enrollment is not sufficient and will coordinate your attendance in another workshop.
Discounts
If you register 30 days prior to the start of this workshop, enter EARLYBIRD at checkout to receive $100 off your registration fee!
Active duty military, veterans, and those with certifications from the Project Management Institute (PMI) or Association of Proposal Management Professionals (APMP) are eligible for an additional discount. Please contact mprice@shipleywins.com for details and discount code.
Workshop Length
- 1 Day
- 1 Shipley University™ Unit
Workshop Material
- Case Study Materials
- Opportunity Planner and Worksheet
- Shipley Capture Guide™
Module Length
Cost
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