Shipley specializes in improving business winning capabilities through training and consulting, having supported numerous Fortune 500 and FTSE 100 companies over 35 years. Their services enhance bidding processes and performance, leading to higher win rates and lower proposal costs through tailored workshops and proposal assessments. Their benchmarking tools and accredited training enable organizations to measure and improve their business development practices effectively.

1. BUSINESS WINNING CAPABILITY IMPROVEMENT
Helping You Improve Your Business Winning Performance
The Challenge
Shipley has:
In highly competitive business environments it is essential to maximise the skills and
• Over 35 years of developing processes employed by your sales and bid teams. Effective changes can result in
best practices in capture
higher win rates, lower proposal costs, improved team management and better staff
and bid processes
morale.
• Worked with 43 of the top
50 Fortune 500 companies
The Solution
• Developed a virtual
Shipley is one of very few training and consultancy companies in the world that
proposal centre for a
Fortune 10 client specialises in helping its clients in all aspects of business winning. We have over 900
consultants worldwide, supporting over 180 major proposal efforts per year, with a
• Worked with 21 of the FTSE client win rate of 82%
100 companies
Since 1972, we have provided organisations with
• Trained over 100,000
people worldwide in • Benchmarking
capture and proposal
competencies • Training Workshops
• Proposal Consulting
Benchmarking
The process of measuring the impact of our training and consultancy solutions works
at every stage; before, during and after implementation - Providing a true measure of
your return on investment.
Business Winning Benchmarking
This capability measures how your business is performing compared to current
industry standards. We utilise the industry-standard Business Development CMM
structure (BD-CMM) designed to guide organisations in identifying their key
requirements for change, based on the maturity of their current practices.
Proposal Benchmarking
BidBench is a purpose designed and easy to use software package that allows you to
quickly and objectively assess a proposal. BidBench tells you how you compare with
others based on data that is dynamically updated every time someone uses the tool –
no more out of date comparisons. Detailed reports are provided for benchmarking
comparison and trend analysis.
BIDBENCH TOOL:
Proposal Assessment Service
Constructive proposal feedback
and analyses. A detailed report
One of our consultants will carry out an objective analysis of your proposals using
is produced from the
interpretation of assessment BidBench. We provide feedback identifying key strengths and improvement
criteria, together with opportunities, recommend priority actions to achieve quick wins and provide
quantitative data which can be benchmark scores against best practice for measuring future improvements. Having
used to identify key areas for seen the value of proposal assessments, many organisations see the benefits of
improvement. having their own staff trained in order to provide this service internally.
Tel 0727.323.423 BD BASARABIEI 256, C160, BIROU 2, BUCURESTI, SECTOR 3• Website www.shipley.ro

2. Training Workshops
Shipley provides a range of workshops designed to strengthen the bid process.
Workshops are led by professional accredited instructors with extensive experience of
winning business in competitive bidding environments. Workshops are interactive and
utilise generic or customer’s own case studies.
In-House Workshops
Our trainers work with you to understand your business development needs and your
requirements for training. The benefit of in-house training is that:
• Workshops can be tailored to your requirements and focus on the specific
Win rate increases from aspects needed to improve organisational performance
25% to 80% in one year
• Team working in winning business is strengthened, particularly with cross-
This client attributes its functional teams
business improvement to
Shipley training and support. • Live bid material can be utilised
Open Workshops
We offer open versions of our workshops, on a regular basis, at various locations
across the UK and Europe, allowing you to:
• Train bid and sales professionals in an 'out-of-their-industry' environment
• Train bid and sales professionals - when there are insufficient numbers of staff to
justify the cost of an ‘in-house’ workshop
• Evaluate the approach to training – prior to running ‘in-house’ workshops
Association of Proposal Management Professional (APMP) Accreditation
Accreditation provides formal recognition of the skill of individuals working in a bid
environment.
There are three levels of accreditation; Foundation, Practitioner and Professional.
Training is offered to support the Foundation Level Exam. The workshop has been
assessed by the APMP and approved as meeting the standards required at this level.
Proposal Consulting
Shipley offers flexible and professional proposal consulting / bid consulting resources
In 2007, where Shipley to work with your bid team. Consultants can be brought in, either to lead or manage
worked with its clients your bid from start to finish, or to supplement your own resources at various points
delivering training and within the bid lifecycle.
consulting support to
opportunities, those clients Shipley Proposal Consultants are all former Senior Bid Professionals who know and
bid and won £152bn of
understand about winning new business. All are accredited through the APMP
business – an 82% win rate.
professional accreditation programme. Two levels of proposal support are offered:
Full Bid Support - A Shipley Bid Manager will not only drive the team, but will provide
a level of coaching and mentoring that results in staff being up-skilled during the
process.
Interventionist Consulting – Consultants support in areas of strategy, executive
summary drafting and colour reviews. Often reviews can become internally focused,
demonstrating significant value in having an external consultant to provide objectivity
and clarity.
Tel 0727.323.423 BD BASARABIEI 256, C160, BIROU 2, BUCURESTI, SECTOR 3• Website www.shipley.ro