How Shipley’s 96-Step Business Development Process Can Boost Your Sales

Are you struggling to close deals and boost sales for your business? Have you considered implementing Shipley’s 96-step business development process? This proven methodology can help you streamline your sales process and increase your chances of success. In this article, we’ll dive deep into Shipley’s process and explore how it can benefit your organization.

Introduction

First, let’s define what Shipley’s 96-step business development process is. Developed by Larry and Peggy Shipley in the early 1980s, the process is a structured approach to developing proposals and winning new business. It has been used by thousands of organizations worldwide and is widely considered a best practice in the industry.

The Benefits of Shipley’s Process

Shipley’s process provides a standardized methodology for developing winning proposals. It is based on the principles of customer-focused selling, which means that proposals are tailored to the customer’s needs and requirements. This approach helps to build trust and credibility with potential clients, increasing the chance of winning the business.

Another benefit of Shipley’s process is that it encourages collaboration between different teams within an organization. The process involves input from a range of stakeholders, including sales, marketing, and technical teams. This helps to ensure that proposals are comprehensive and address all the customer’s needs.

The 96 Steps in Detail

Shipley’s process is divided into six phases, each with a specific goal. At a high level, the six phases are:

1. Identify opportunities: This involves understanding the customer’s needs and identifying potential opportunities for your organization.

2. Qualify opportunities: This involves assessing whether the opportunities identified are worth pursuing.

3. Develop solutions: This involves developing solutions that meet the customer’s needs and requirements.

4. Prepare proposals: This involves preparing a detailed proposal that addresses the customer’s needs and provides a clear roadmap for delivering the solution.

5. Submit proposals: This involves submitting the proposal to the customer and engaging in a dialogue to address any concerns or questions they may have.

6. Win business: This involves winning the business and delivering the solution to the customer’s satisfaction.

Examples of Successful Implementations

Many organizations have successfully implemented Shipley’s 96-step process. One such example is management consulting firm Bain & Company. Bain used Shipley’s methodology to develop a proposal for a large transportation company. The proposal was successful, and Bain was able to win the business and deliver a comprehensive solution to the customer’s satisfaction.

Another example is healthcare provider Blue Cross Blue Shield. Blue Cross Blue Shield used Shipley’s methodology to develop a proposal for a large hospital system. The proposal was successful, and Blue Cross Blue Shield was able to win the business and provide the hospital system with a tailored solution that addressed their specific needs.

Conclusion

Implementing Shipley’s 96-step business development process can help your organization streamline its sales process and increase its chances of success. It provides a structured methodology for developing winning proposals and encourages collaboration between different teams within your organization. By following the process, you can tailor your proposals to the customer’s specific needs and requirements, increasing your credibility and chances of winning the business.

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