Jack Sullivan

  “The most successful organisations in any market or selling environment innovate and improve framework processes based upon fundamental principles.” “Business development managers who permit ad hoc processes and rely on heroes for success are consistently less successful.”– The Shipley Business Development Lifecycle Guide   Most businesses struggle to create and imbed a work winning

In proposals, a critical component of selling your solution is proof. “Prove it” is a catchcry of Shipley consultants when we work with our clients on proposals. But why is proof important?   When we look at a typical hierarchy of trust, anyone who is selling something starts at the bottom. Buyers are inherently cautious

In these unprecedented times of uncertainty and stress on businesses and their supply chains, there are new and complex challenges arising for service providers. In the few short weeks that the Coronavirus crisis has been impacting the Australian economy, we have heard from many of our clients who are experiencing opportunities and issues they have

Be clear, concise and correct when writing your bids. Don’t make readers think about what you are trying to say. Get to the point and use the simplest words possible. Proposal contributors often make several fundamental errors when writing. All these errors lead to the same outcome; a document that is harder to read, which

In managing customer interactions, it’s critical that you earn trust. It’s less important to demonstrate capability. Think about that next time you’re planning a client meeting. Is what you are saying establishing trust? To read the article by Jenna Goudreau click here