1 Day
Winning Proposal
Strategies Master Class*
Master Winning
Strategies to
impress customers
Spend a day analysing the strengths and weaknesses of
your recent proposals, and re-aligning with best practice
*To participate in this workshop, attendees need to
have completed the
Shipley “Winning Proposal Strategies” workshop at least 6 months ago.
Improve win rates by delivering on all the criteria that will make your offer the credible choice
Have you:
Use this workshop to:
X
Been trained in Winning
Proposal Strategies some
time ago?
W
Refresh your
understanding of what
a winning proposal
looks like
X
Been able to implement
some aspects of the
training but feel weaker in
other aspects?
W
Identify the opportunities
you are missing to get the
maximum evaluation score
Noticed that your recent
proposals are not as
compelling as they
should be?
W
X
X
Lost your focus on
strategic bidding?
W
Re-focus on opportunityspecific strategy that
will get and keep the
customer’s interest in
your offer
Plan to win!
Great opportunity for the
team to discuss, review
and share ideas"
A practical session
that can be applied to
what the team does
every day"
88% Win Rate
Learn how to win 88% of the
bids you respond to - that’s our
win rate over a 3-year period, as
audited by Ernst & Young
(see www.shipleywins.com.au for
audit report).
1300 WIN WORK +61 2 9232 2030 www.shipleywins.com.au
Stay in touch with winning
thinking by following us:

1 Day
Winning Proposal
Strategies Master Class
Improve win rates by delivering on all the criteria that will make your offer the credible choice
Detailed workshop outline
Refocusing on Key Learnings
■■ Win the Evaluation
■■ Exercise: Ensuring you meet the
Compliance Criteria
■■ Start with a Compliance Checklist
■■ Develop a Proposal Outline
■■ Effectively Allocate Your Time
■■ Exercise: Rating your own Proposals
on the Assessment Checklist scale
■■ Highlight Your Competitors’
Weaknesses
■■ Downplay Your Competitors’
Strengths
■■ Exercise: Drafting Proposal Strategy
Statements
■■ Use Proposal Strategy to
Address Risk
■■ Use Theme Statements and Callouts
to Convey Strategic Messages
■■ Substantiate your Claims
■■ Consider the Customer’s Hierarchy
of Trust
■■ Incorporate Proof into Theme and
Benefit Statements
eat
■■ Use Success Stories
a gr
t
a
Wh ter!
Maintaining Document
Quality
quar
■■ Make Your Proposal Easy to Read and
Evaluate
■■ Signpost Important Messages
■■ Organise Your Response to Be Clear
Win more major bids
and Persuasive
■■ Summarise at the Beginning of Each
Section
Are you:
■■ Introduce the Section Structure
Losing more bids than you are winning?
■■ Proofread and Spell Check
Unable to predict bid success?
■■ Consider Visuals as Essential to the
Struggling with a bid team that doesn’t work well together?
Message
Working around the clock on bids to no avail?
■
■
Design to Highlight Key Points
Concerned about a major bid on the horizon that you must win at
■ Consider Evaluators’ Workloads
all■
costs?
■■ Use Reviews to Improve Your
Proposals
■
■
Identifying
IncreaseExercise:
your win rate
dramatically infocus
the nearareas
term for
improvement
Have a clear understanding of what you need to do to create a
Increase your win rate
dramatically
Assembling the Building Blocks of
Winning Proposal
Strategy
Strategies:Hot Buttons
■■ Understand Customer
A highly interactive
■■ Highlight Discriminators
two-day session
■■ Find Your Customer’s
Hot Buttons
that will help you
■■ Understand Business Issues
win more business
■■ Identify the Decision Maker,
Influencers, and Issues
■■ Calculate a Power Rating
■■ From Individual Issues to
Organisational Issues
■■ Utilise Hot Buttons in All
Communications
■■ Collaborate to Define Customer
Needs and Issues
■■ Know Your Competitive Position
■■ Exercise: Analysing your Use of the
Bidder Comparison Matrix
■■ Complete a Bidder Comparison
■■ Derive Strategy from Discriminators
■■ Exercise: Reviewing Strategy
Statements Learn how to win 88% of the
88%
win rate
bids you respond to - that’s our
wininto
rate over
a 3-year
period,
Getting Strategy
Your
Proposal
as audited by Ernst & Young
■■ Keep Proposal
on Track
(see Strategy
www.shipleywins.com.au
for audit
report).
■■ Emphasise Your
Strengths
■■ Mitigate Your Weaknesses
winning submission
Increase the efficiency of your bid team to make it easier to get
winning tender responses out the door
Reduce the time you spend responding to tenders
Page and
Document Design
Compliance
Maximise your chance of success on major bids
Responsiveness
Visualisation
You win
Learn the powerful tools we use to win
bids that change our clients’ businesses
- and change yours
Strategic Focus
Quality of
Writing
What
Previous
Participants
Shipley
provides
got out of Winning Proposal
consulting and
Strategies
training services
"Hesitant
to leave
office for a
focused
onthe
winning
whole 2 days, but feel 2 years
business
in
highly
ahead upon completion!" competitive
Shannon McGregor, Business
Development Executive, Coffey
environments.
"Very Comprehensive ... a tonne of
education packed in just two days"
- Daveare
Powers,
Principal
We
a 40-year-old
Consultant,
Logica
global
organisation
“Practical examples of how I can
with
offices
improve
business performance" Nick Marinelli, General
Manager,
throughout
North
Fulton Hogan
America,
Europe
“A very powerful, practical and
and
Asiaworkshop
Pacificthat
that
provoking
every
proposal/bid
management
support over $300Bn
professional should attend" - Ajmal
in
bids
eachConsultant,
year.
Aman,
Principal
We
have trained
Huthwaite
“Well-structured
andBD
informative over 45,000
great tools" - Eric Rossi, Business
professionals
in McConnell
Development Manager,
Dowell
33
countries.
As a valuable addition to your
library, you will also receive a copy
of our award-winning Proposal
As
a valuable
Guide, which has all of the detail
addition
to your
your organisation
needs to
implementyou
the insights
you
library,
willthat
also
will learn about on the day.
receive a copy of
our award-winning
Proposal Guide,
which has all of
the detail your
organisation You
needs
win
www.shipleywins.com.au
to
implement the
+61 2 9232 2030
insights
that you
will learn about
on the day.
Competitive
Focus
1300 WIN WORK +61 2 9232 2030 www.shipleywins.com.au
Stay
with winning
winning
Stay in
in touch
touch with
thinking
by
following
thinking by following us:
us:

A
w
o
t
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