Winning Large Contract Business

如何赢取大单业务合同 -- 识励赢标之道

Jan 19-21, 2011 Shanghai

Learn from a Winner!

• Shipley helps clients winning over $300Bn in bids a year

• Shipley method achieves 82% win-rate with pre-RFP engagements 

• 43 of top 50 Fortune 500 companies, and 23 of the world’s top defense contractors employed Shipley methodology

• Shipley trained over 30,000 BD professionals worldwide

Would you like to know…..

Ø  How to position, plan and capture the right opportunity?

Ø  How to set optimized pricing to win?

Ø  How do I identify and strike on the customer's hot-spot?

Ø  How to identify and target key decision makers?

Ø  What's the right BD process for major customers?

Ø  How to conduct an effective competitive analysis?

Ø  What are the approaches for better business intelligence?

Ø  How can we better align internal resources such as BD, sales, stake-holders, engineering and technical writing on a bidding team?

Ø  How to influence what's in your client's RFP?

The 3-days Shipley workshop will answer these questions, and furthermore train you with a systematic winning method that will help produce more business.   This intensive workshop employs hands-on approach with 20% lecture, 30% discussion, 50% simulation exercise to deliver real value.

You’ll also learn:

ü  An effective Shipley approach to tenders that can both cut your costs and improve your bottom line significantly, proven for winning 4 out of 5 of the tenders clients respond to when committed to the approach

ü  Insight into the Shipley winning methodologies and principles that help clients win more business consistently 

ü  Some key Shipley tools which compare your chances to your competitors and will let you decide which tenders to avoid 

ü How to lead the development of a unique strategy for each tender, which addresses that customer's issues and ties them to your own

ü  organization's strengths and your competitors' weaknesses 

ü  Process to align your whole organization to focus around customers true needs

ü  Essential elements of an effective value proposition that proves to your customer exactly why they must choose your organization

ü  How to optimize pre-engagement strategy and information capture for target accounts

ü  Shipley tools and process that helps to properly plan and identifying, and in some cases creating the opportunities that you want to target

ü  Approaches for business intelligence, strategic objective setting and opportunity management

ü  How to map customer organizations, how to understand to some certainty their processes, issues and hot buttons, needs and requirements 

ü  How to apply strategic principles to action plans to maximize win probability, and to achieve a fully differentiated solution

ü  How to implement all the strategies within your own organization, including the interface between BD, opportunity management and proposal management

Who will benefit?

1. Senior business development and sales leaders managing large/complex project business bidding and proposal
2. Business development, sales, account management and opportunity capturing team members involves in major account sales or major project proposal
3. Sales / project engineer team member that supports in major contract bidding
4. Proposal development team member that involves in major contract bidding/proposal writing

Senior leader coming with the BD team is strongly recommended to maximize benefit

Cost (in RMB)

￥8900/person

￥4800/each additional person from the same organization

Venue

SCMC Shanghai Training Center

388 Zhongjiang Road, SOHO Tower 1, Unit 1205

Enrollment and inquiry

Tel:               +86.21.5820.6920

Email:           service@shipleychina.com

Bonus for Register and pay by Dec 20^th, 2010:

Get a free copy of the award winning

“Shipley Proposal Guide”

New 3^rd Edition

About Shipley & Shipley Consultant

Shipley is a worldwide leader in business development and proposal management.  Since  1972, the name Shipley has been a synonym to winning US Federal government and defense contract, which are ranked one of the most rigorous in requirement and toughest in competitive bidding.  With over 320 consultants in 17 countries worldwide, Shipley supports over 180 major proposal efforts per year.  

Shipley Consultants are highly achieved leaders in business development and proposal management qualified and experts in the winning Shipley processes.   This workshop will be conducted by Don Lowe, Certified Senior Shipley Bid Consultant and Certified Senior Shipley Trainer.  

Don has managed to win over $2B of proposals during his career in large and small contracts, held director level leadership position in Raytheon as well as Commanding officer in military.  He has successfully led numerous large Shipley bid engagements, and consistently obtains the highest client rating for Shipley client training.  Don’s industry expertise includes Defence, Aviation, Engineering, Consulting, Construction, Healthcare, and IT.

Information Technology (IT)/

Electronic Technology

ACS

Advanced Micro Devices Inc.

Cisco Systems

Computer Sciences Corp.

Eastman Kodak

Evans and Sutherland

Hewlett-Packard

Honeywell

IBM

Level 3

IKON Offi ce Solutions

Intel Corp.

Motorola

Schlumberger Technologies

Siemens Corp.

Unisys

Xerox

Verisign

Aerospace/Defense/Aviation

3M Federal Systems

Aerojet

Alliant TechSystems, Inc.

Amerada Hess Corp.

ATK

Ball Aerospace

Bell Helicopter Textron, Inc.

Boeing

DynCorp

EG&G

E-Systems

General Dynamics

Goodrich

Harris Corp.

Honeywell

Hughes

ITT Corp.

L3 Communications

Lockheed Martin

Motorola

Northrop Grumman

Orbital Sciences Corp.

Raytheon

Rockwell Collins

SAIC

Titan

United Technologies

United Defense

Professional Services/Research

Aetna Life & Casualty Co.

BancOne Corp.

Bank South Corp.

Battelle Institute

Bearing Point

Deloitte Consulting

EDS

Federal Reserve Bank

Fidelity Investments Co.

IBM Global Services

KPMG

PricewaterhouseCoopers

Resolution Trust Corp.

Unisys

Wyle Labs

Telecommunications

ALLTEL Corp.

AT&T

Bell South

Cincinnati Bell

Lucent Technologies

MCI/Worldcom

Pacifi c Bell

Qwest Communication

SBC

Sprint

Verizon

Bio-Tech/Pharma/Healthcare

Abbott Laboratories

Amgen, Inc.

Baxter Healthcare Corp.

Becton Dickinson

Blue Cross Blue Shield

Bristol-Myers Squibb

Genentech

Glaxo, Inc.

Johnson & Johnson

Pfizer Inc.

Government

Bureau of Reclamation

Department of Energy

VA

EPA

Johns Hopkins University

Lawrence Livermore Labs

NASA

Sandia National Laboratories

State of California

State of Oklahoma

State of Utah

U.S. Air Force

U.S. Army

U.S. Coast Guard

U.S. Marine Corps

U.S. Navy

U.S. Forest Service

Construction Mgmt./Architectural

Engineering

Bechtel Corp.

CH2M HILL, Inc.

Colt Engineering

Fluor

Kaiser Aluminum

KBR

Kiewit Construction Group

Other

American Cyanamid Co.

American Eurocopter Corp.

American Honda Motor Co.

Arizona Public Service Co.

BP Amoco Corp.

Chevron

Earth Tech

Exxon Mobil

HNTB

Mazda Motor Company

Pacifi Corp

RR Donnelley

Shell Services Co.

Texaco Inc.

Union Carbide

Volkswagen of America, Inc.