Effective capture management helps you invest your resources wisely and maximizes your win potential.. Shipley is partnered with Sharing In Growth (SIG) to help raise the capability of UK aerospace suppliers in order to share in the growth of aerospace and other global markets. In 2010, he authored the Shipley Capture Guide, 2nd Edition. "This was the best proposal strategies course I have taken in over 16 years of proposal management. Business Development professionals will find value in referring to these best practices, including several annotated Capture Plan templates that provide models for capture teams. In a small study where clients committed to implement 100% of our recommendations, our clients' win rates improved from an average of 32% on similar bids to 76% for known outcomes. Capture & Proposal Process OptimizationIncrease your win probability and reduce your B&P by refreshing your capture and proposal process. 5. Leverage Shipley's blended learning approach to train and certify your capture and proposal professionals in industry-proven best practices and tools. planning, proposal writing and management, executive summary writing, sales writing, and costing. Like the . Like the Proposal Guide, several organizations have selected it as the basis for professional capture management certification. Begin by selecting and naming the core capture team triumvirate, depicted in figure 12. ... Shipley Associates: Capture guide 3.0 and Introduction to capture planning; Note that the capture manager, program manager, and proposal manager designations are roles, not necessarily positions, and these roles are often part-time depending upon the size and maturity of the opportunity. A lot of our business is done with small medium enterprises (SMEs) and other organisations in every industry. Shipley Capture Guide, 2nd Edition. Capture plans include four framework elements: external analysis, internal analysis, strategy development, and your execution and monitoring process. By Nancy Kessler, Shipley Associates. We also discuss opportunity qualification, "aspirational" pipelines, and safeguards for growing small … Capture management, also called capture planning, is the process of gathering insight, building connections, developing competitive intelligence and strategizing how to win a future request for proposal (RFP) opportunity. The Shipley Capture Guide contains over 228 pages of guidelines, best practices, and tips for improving capture planning, strategy, and management. SAMPLE: Establish Capture Core Team. In this episode you'll learn about the components that make up a successful capture effort, including the capture manager's role, processes and timelines. The capture manager should have some familiarity with the client in order to be conversant in their … The capture manager should be an accomplished business developer who understands project management, contracts, and proposal development. However, we don’t just work with global corporations. The Shipley Process is the full cycle marketing and sales lifecycle, which includes proposal development, as defined by Shipley Associates. He has developed and facilitated numerous Shipley Associates workshops in capture planning, proposal writing and management, executive summary writing, sales Proposal Guide, several organizations have selected it as the basis for professional capture management certification. 6. Hopefully, this discussion will help you address adapting your own process without damage to the good that it does for your organization. Download Nancy's article as a PDF. Founded in 1972, Shipley Associates is recognized as the leader in proposal development, and their approach is used by leading organizations, including Fortune 100 companies. 7. He has developed and facilitated numerous Shipley Associates workshops in capture . No matter what process you begin with, it is never right for all the opportunities you pursue. Capture plans target management and the people who execute the plan. Executive Summary Shipley Associates Proposal Guide ... developed early during capture planning. The capture manager should prepare the first draft and present it at the Preliminary Bid Decision Gate review to demonstrate understanding of ... executive summary is contained in the capture plan and proposal management plan. An effective capture planning process is scalable to the opportunity and flexible to the organization and situation. Your B & P by refreshing your capture and proposal professionals in industry-proven best practices and.! 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