Shipley Asia Pacific Blog

From strategy to evaluation: How defence companies win big with their Capture Plan

Defence organisations are commonly known as the best capture people. 

Defence companies tend to have the most mature bidding processes. Their whole marketing and sales organisations are focused on capturing their target! They can spend years capturing business with Governments worldwide long before a tender is released. 

So, what can professionals in other industries learn from the approach of the business-winning processes by the more mature defence bidders?

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Creepy shadow

7 Techniques to (witch)craft your next proposal

When it comes to (witch)crafting a winning proposal, the Shipley method identifies seven critical elements that you don’t want to forget. One could argue that these seven characteristics can be applied to something more frightening than a bid… a scary story. In the spirit of Halloween and the spooky season, let's explore these seven characteristics in the context of both proposal writing and some classic horror movies. 

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Don't screw up your price; drill into buyer behaviour

It doesn't matter if you're buying consumer goods or professional services. Whether your purchase is simple or complex. Not every buyer assesses cost and price the same way. To understand what this looks like, let's take a trip to Bunnings. 

Three people order the same flatpack entertainment unit from an online retailer. The units arrive, and all three realise the scale of the task ahead of them. The poorly pre-drilled holes and countless screws will need more than a Phillips head screwdriver and some elbow grease. For this task, a drill will be essential.

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Change the way you think of White Hat reviews (they're not just for bids)

For those of you unfamiliar with the extensive list of colour team reviews, the White Hat is particularly special. It is a formal time for reflection on the result of your bid. Some bad proposals win and, occasionally, great ones lose. This review offers the space to get to the ‘how’ and ‘why’ behind your bid outcome, regardless of the result. The goal for the session being to improve your organization’s business development operations.

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