In today’s highly competitive business environment, developing a comprehensive business development plan is essential to unlock success. One such proven process that has been used by top firms is Shipley’s 96-Step Business Development Process. In this article, we will take a closer look at Shipley’s methodology and how it can help businesses win more contracts and increase revenue.
Shipley’s approach is a structured framework that outlines all necessary steps to develop and execute a successful business plan. The process is divided into six phases – opportunity identification, qualification, bid/no bid decision, proposal development, proposal submission, and post-submission activities. Let’s take a closer look at each phase.
Opportunity identification involves identifying potential business opportunities and evaluating them based on various factors like risk, cost, and profitability. The objective of this phase is to determine which opportunities are worth pursuing further.
The second phase, qualification, involves conducting a detailed assessment of the opportunity. This includes verifying the validity of the opportunity, understanding the customer’s needs and requirements, and identifying any potential competitors.
The third phase involves making a bid/no bid decision. Based on the information gathered in the previous two phases, companies will decide whether or not to proceed with the proposal development.
If the decision is to go ahead with the bid, the fourth phase, proposal development, starts. In this phase, the proposal team develops an effective and compelling proposal that addresses the customer’s requirements and stands out from the competition.
The fifth phase, proposal submission, involves finalizing the proposal and submitting it to the customer. This phase requires careful attention to detail and timely submission.
Finally, in the post-submission phase, companies carry out activities like follow-up to gauge the customer’s response and identify areas of improvement for future proposals.
Shipley’s 96-Step Business Development Process has proven to be effective in increasing success rates and expanding revenue streams. It provides a structured approach that ensures all necessary steps are taken, reducing the chances of missed opportunities or errors during the proposal process.
In conclusion, businesses looking to unlock success in today’s highly competitive landscape should consider implementing Shipley’s 96-Step Business Development Process. By following a structured approach, evaluating opportunities effectively, and developing compelling proposals, the chances of winning more contracts and increasing revenue are significantly higher.
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