Shipley Asia Pacific

Senior business leaders #WinWork by having ShipleyAP intelligently apply Shipley process, tools & resources to their Must-Win markets & opportunities

[Shipley Asia Pacific @ShipleyAP]

Check out my latest article: Boost Your Career with Shipley Accreditation https://t.co/3fHmsXv9XR via @LinkedIn

[Shipley Asia Pacific @ShipleyAP]

Don't fall into the trap of treating the Executive Summary as an afterthought. Start early in the #sales process and make it an iterative process to refine and improve. It sets the tone for #evaluators and is sometimes the only section decision-makers read.

[Shipley Asia Pacific @ShipleyAP]

Focusing on solving the customer’s problems and demonstrating #value in our solutions are keys to customer-focused writing in our proposals.

If you want to learn more about customer focus in your #proposal writing, check out our upcoming PPW Workshop!

https://t.co/dJGTZh2WYQ

[Shipley Asia Pacific @ShipleyAP]

Most #businesses use oral proposals as part of the final evaluation criteria before awarding a contract. This means meeting, interviewing, and assessing the contractor’s key personnel is just as important as the written #proposal.

[Shipley Asia Pacific @ShipleyAP]

It's important to know that a #proposal can be responsive but not compliant or compliant but non-responsive. Compliance means following the customer's #bid request and requirements to a T, while responsiveness means addressing their underlying needs.

[Shipley Asia Pacific @ShipleyAP]

#Customer focus means we step into our customer’s shoes to determine what they need and require.

✔️What are their hot buttons?
✔️What is their buying vision?
✔️How will our #solution solve their problem?
✔️What value are we offering?
✔️What matters most to the evaluator?

[Shipley Asia Pacific @ShipleyAP]

Don't sleep on peer reviews! Use them to refine all your documents and submit clear, concise, and correct #proposals 💯

Your reviewers may not know much about the #opportunity, which can actually work to your advantage. They can spot things that you might have missed!

[Shipley Asia Pacific @ShipleyAP]

Establish a single #sales objective in your value propositions.

Narrow the focus of your value proposition to a single sales objective—be sure to answer for the #customer: What’s in it for us?

[Shipley Asia Pacific @ShipleyAP]

Value propositions establish customer value based on the #business relationship. They describe how the seller’s solutions will improve the customer’s business and how the improvement will be measured. A value proposition is developed w/ the customer pre-RFT and refined as you go.

[Shipley Asia Pacific @ShipleyAP]

As we wrap up this year, let's take a moment to 'bid' farewell to all the challenges and 'propose' a toast to new opportunities and successes in the coming year. 🥂

From all of us at Shipley Asia Pacific, Merry Christmas! 🎄

[Shipley Asia Pacific @ShipleyAP]

A good page/document design in your #proposal entices readers and facilitates understanding (even though evaluators may not be conscious of the design techniques used). A well-organised, visually appealing design helps evaluators find what they need to know rapidly and easily.

[Shipley Asia Pacific @ShipleyAP]

Preregister for a Shipley workshop and receive a 10% discount. This offer is only available until December 22nd.

Click the link below to view our upcoming workshops and use promo code: YOURYEAR at checkout to receive up to $352 off.

https://t.co/Kd3jHbRby2

[Shipley Asia Pacific @ShipleyAP]

Are you struggling to turn potential #customers into actual ones? "Touching base" with them is not enough to secure a business relationship. To increase your win rate and generate more revenue, you need to focus on the customer's hot button issues in every interaction.

[Shipley Asia Pacific @ShipleyAP]

Take note: mature defence bidders are some of the best in the business. 📝

Learn how to secure your contracts well before #tenders hit the market by elevating your capture plan with these insights into #defence bidding.

https://t.co/L4nR5OJu2K

[Shipley Asia Pacific @ShipleyAP]

When it comes to writing, everyone has their own idea of what "writing correctly" means. Let's focus on choosing the right words to convey your message effectively in your #proposal. This includes simplifying long words, avoiding unfamiliar jargon, and using descriptive verbs.✏️

[Shipley Asia Pacific @ShipleyAP]

Be bold: use active voice in your #proposals

Proposals written in strong, clear language are more effective. Active sentences are usually shorter, more dynamic, and more forceful. Remember, we are trying to win #business and persuade the evaluators.

[Shipley Asia Pacific @ShipleyAP]

In a perfect world, we could win a contract without submitting a #proposal, but real life is different.

That's where capture & bid management come in to form the dynamic duo of #business winning.

Together, they can help your strategy alignment and implementation 🚀

[Shipley Asia Pacific @ShipleyAP]

Make your kickoff meeting motivational, informative, & directive with the following objectives:
🔷 Initiate contributors’ proposal efforts
🔷 Convey information about the opportunity
🔷 Coordinate upcoming activities
🔷 Create a cohesive team
🔷 Make assignments and follow up

[Shipley Asia Pacific @ShipleyAP]

The Proposal Management Plan is a critical step in documenting the roles, responsibilities, tasks, schedules, & deadlines for your #team. It's the "evergreen" guide that keeps everyone on track and accountable.

Want to learn how to build a solid PMP? ⬇️

https://t.co/q7iuTb7wb6

[Shipley Asia Pacific @ShipleyAP]

Explore the eerie similarities between crafting a winning #proposal and classic horror movies in our latest blog!

Discover the 7 characteristics of winning proposals and uncover more chilling insights into creating customer-centric #bids.

https://t.co/oOskfHC0WM

[Shipley Asia Pacific @ShipleyAP]

As a proposal manager, developing the project schedule is up to you. Here are some key recommendations to make it easier:

✔️Schedule Backwards
✔️Reserve contingency time
✔️Maximise parallel tasks
✔️Estimate realistically
✔️Resource optimally
✔️Use standard work periods