Introduction

Shipley methodology and proven process help clients capture major business contracts, winning over $300Bn in bids each year, achieving 82% win-rate and improving revenues. 

43 of the top Fortune 500 companies and 23 of the world’s top defense contractors, including Boeing (Satellites, ship system), IBM (finance, software, network), Deloitte (health care, finance), DynCorp (energy, facility), Bombardier (Rail systems), Raytheon (IT, missile, Radar), ITT (telecom, engineering), Lockheed Martin (destroyer, missile), Northrop Grumman (engineering, satellite), Honeywell (telecom) and Haliburton KBR (construction)have employed Shipley methodology.

“Winning Proposal Strategy” workshop introduces the core Shipley winning concept so that learning team can adapt,whichwill both cut costs and improve profit significantly, winning 4 out of 5 of the bids when committed to the approach.

Objective

        Learn how to turn a business opportunity into high value contract proactively and effectively:

• Ø Gating decision process to better focus on the winning deals with team alignment
• Ø Analyze your chance to win with Shipley tools
• Ø Discover the secret of Cost/Pricing strategy and how to price-to-win effectively
• Ø Develop proper value proposition from sales 
strategy
• Ø Using proposal to emphasize your strength, mitigate your weakness and downplay yourcompetitor’s strength
• Ø Ensure compliance to all requirements
• Ø Techniques for preparing superior winning proposal

Tips on how to increase your chances of winning

Who is it for

General Managers, Sales director, managers, account managers, business development managers, marketing & bid Specialists, proposal developer and all others related to bidding for large project, engineering and service contract businesses.

形式：讲课 + 互动讨论 +模拟案例练习

           精品小班仅限18人以内

语言：英语

时间：2016年11月4-6日  上午9点到17点

地点：上海

CEH学分：14

报名咨询：Amanda Yu :86 (21) 5820-9123 ,或邮件至 amandayu@ismchina.org