Mastering Shipley’s 96-Step Business Development Process: A Comprehensive Guide
Do you want to learn how to effectively manage the business development process? If you’re looking for a proven model that will provide your organization with a competitive advantage, look no further than Shipley’s 96-Step Business Development Process.
This comprehensive guide will provide you with all the information you need to understand and master the process.
What is Shipley’s 96-Step Business Development Process?
Shipley’s Business Development Process is a structured and systematic approach to winning new business. The process is made up of 96 steps, each of which is designed to support the development of a winning proposal.
The process incorporates a range of activities, including:
– Opportunity identification
– Capture planning
– Proposal development
– Proposal submission
Why Use Shipley’s 96-Step Business Development Process?
The Shipley process has been developed through decades of experience and has been proven to deliver results. Organizations that use the Shipley process benefit from:
– Increased win rates
– Reduced costs of proposal development
– Improved customer satisfaction
– Better alignment between business development and overall strategy
Key Elements of the Shipley Process
Shipley’s 96-Step Business Development Process is broken down into several key elements, including:
Opportunity Identification and Qualification
The first step in the Shipley process is identifying and qualifying an opportunity. This involves conducting research to determine whether the opportunity aligns with your organization’s strategic goals and capabilities.
Capture Planning
Once an opportunity has been qualified, the next step is to develop a capture plan. This plan should outline how you intend to win the business and should include strategies for building relationships with key decision-makers, developing a competitive solution, and managing risk.
Proposal Development
The proposal development phase is where the majority of work takes place. This phase involves developing a proposal that is compliant, compelling, and competitive. This includes activities such as developing a solution, developing a win strategy, and crafting a compelling story that resonates with the customer.
Proposal Submission
The final step in the process is submitting the proposal. This involves ensuring that all elements of the proposal are complete and meet the customer’s requirements.
Case Studies: Success with the Shipley Process
Organizations that have used Shipley’s Business Development Process have seen significant improvements in their win rates. For example:
– IBM Federal improved its win rate from 29% to 64% after implementing the Shipley process
– The Florida Department of Health achieved a win rate of 90% after using the Shipley process
– Science Applications International Corporation (SAIC) achieved a win rate of 68% after implementing the Shipley process
Conclusion
The Shipley 96-Step Business Development Process provides a comprehensive, structured, and systematic approach to winning new business. By following this process, organizations can improve their win rates, reduce costs, and improve customer satisfaction.
If you’re looking to improve the effectiveness of your business development efforts, consider implementing the Shipley process.
