Strategies to Win Proposals

赢标标书方略

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May 19-20, 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
  

Learn about how to capture a business opportunity and turn it into high value contract via consistently winning proposal strategy from a world-class proposal expert that helps clients wining over $200B worth of contract per year

What makes a winning proposal?

This program will put yourself in the position of a proposal evaluator and see what makes you buy. You’ll discover how to leverage sales strategy to develop winning proposals by driving proposal strategy. It covers pricing, compliance, tricks to enhance your solution, increase your win rate while reduce your competition's. It covers proposal preparation details and design that customers will notice and care about.

The 2-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: 

• How to develop superior proposal that stands out from competitors

• Put yourself in the proposal evaluators seat to better understand what a proposal evaluator is looking for

• Cost/Pricing strategy and how to price to win

• Develop effective value proposition from sales strategy

• How to emphasize your strength, mitigate your weakness and downplay your competitor’s strength

• User of Shipley tools to ensure compliance to all requirements

• Techniques for preparing winning proposal with design, theme, callout, graphics that addresses the customer’s needs

• Tips on how to increase your chances of winning

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

Fee (in RMB)

￥9800/person

￥5800/each additional person from the same organization

Venue

Shipley-China Shanghai Training Center

388 Zhongjiang Road, SOHO Tower 1, Unit 1205

Enrollment and inquiry

Tel:               (86) 400-677-6093

Email:           zhoubiying@raybattle.com

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.  

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.