How the Shipley 96-Step Business Development Process Can Help Your Company
Are you struggling to win new business or retain existing clients? Are you tired of losing bids to your competitors? The Shipley 96-Step Business Development Process may just be the solution you need.
What is the Shipley 96-Step Business Development Process?
The Shipley 96-Step Business Development Process is a systematic approach to business development that helps companies win more business by improving their proposal development process. The process, which was developed by Robert Shipley in the 1960s, is based on the idea that winning a proposal is a team effort that requires a disciplined and consistent approach.
How Does the Shipley Process Work?
The Shipley process is based on six key principles:
1. Understanding the customer’s requirements: The first step in the process is to understand the customer’s requirements and the context in which they are operating. This involves conducting research on the customer, their organization, and the industry in which they operate.
2. Creating a win strategy: Once you understand the customer’s requirements, the next step is to create a win strategy that aligns with the customer’s objectives. This involves developing a clear understanding of the customer’s needs, your strengths and weaknesses, and your competitors.
3. Developing a proposal plan: The proposal plan outlines the steps you need to take to develop a winning proposal. This includes identifying the proposal team, defining roles and responsibilities, and developing a schedule.
4. Writing the proposal: The proposal is the centerpiece of the process, and it must be written to address the customer’s requirements and demonstrate your ability to meet those requirements. This involves developing a clear structure, organizing the content logically, and using language that is easy to understand.
5. Reviewing the proposal: The review process is critical to the success of the proposal. It involves reviewing the proposal from the perspective of the customer, assessing the proposal’s strengths and weaknesses, and identifying areas for improvement.
6. Submitting the proposal: The final step in the process is to submit the proposal to the customer. This involves ensuring that all requirements have been met, that the proposal is free of errors, and that it is submitted on time.
What Are the Benefits of Using the Shipley Process?
Using the Shipley process offers several benefits, including:
1. Improved win rates: The Shipley process is designed to improve your organization’s win rate by helping you develop more persuasive proposals that better meet the customer’s requirements.
2. Increased efficiency: The Shipley process is a structured and disciplined approach that helps you manage the proposal development process more efficiently, reducing the time and resources required to develop winning proposals.
3. Improved team collaboration: The Shipley process emphasizes the importance of team collaboration and involvement throughout the proposal development process, helping to build stronger teams and improve team performance.
4. Consistency: The Shipley process is a repeatable process that can be adapted to meet the needs of different customers and industries, ensuring consistency in the proposal development process.
Examples of Successful Shipley Process Adoption
Several organizations have successfully adopted the Shipley process, resulting in improved win rates and more efficient proposal development. One example is a major defense contractor that used the Shipley process to win a $2 billion contract for logistics support services. Another example is a Fortune 500 company that used the Shipley process to improve its win rate from 30% to 70%.
Conclusion
The Shipley 96-Step Business Development Process can help your company win more business by improving the proposal development process. By following the principles outlined in the Shipley process, you can develop more persuasive proposals that better meet the customer’s requirements, improve team collaboration and efficiency, and achieve greater consistency in your proposal development process.
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