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Shipley BD Lifecycle Guide

Shipley Business Development Lifecycle Guide

Larry Newman, PPF. APMP


The Business Development Lifecycle Guide is a versatile tool that can be customized for any organisation, depending on the complexity of their market and sales cycle. It aims to help marketing, capture, and proposal teams develop a common understanding of business development process best practices and terms.
The BD LIfecycle Guide provides fundamental best practices that can be easily adapted for selling services and products to governments and businesses in domestic, international, and export markets. It is also helpful in situations requiring security clearances.
The BD Lifecycle Guide defines standard terms, presents a clear, linear order of best practices, and helps individuals work effectively as a team with a shared understanding of the process.





  • Market Segmentation – Knowing your target market
  • Long-Term Positioning – Promoting your solutions to potential customers
  • Opportunity Assessment – Qualifying each opportunity
  • Capture Planning – Developing a win strategy
  • Proposal Planning – Establishing a team and plan for proposal development
  • Proposal Development – Drafting and writing a compelling proposal
  • Post Proposal Submittal – Briefing and negotiating with customers


  • Sales Managers
  • Business Development Managers
  • Senior Leaders


Your Shipley Business Development Lifecycle Guide will be printed on demand and shipped to you.


Make personal notes, annotations, or highlights in this digital copy of the Shipley Business Development Lifecycle Guide anywhere you go. 

What readers are saying...

"This is a must-read for anyone responsible for managing business development, especially those responsible for large government awards. The book outlines the basic skeleton of effective business development."
"Buy copies for your board, CFO, sales director, marketing team.

Make them read it and then just follow these basic, common-sense steps to understanding your market, customers and why you will win more, for less effort."

"Very well laid out. I have used this book as a business development guide for Capture and Proposal development, and the information was very helpful and informative."

Where can I view my eBook? Viewing your Proposal Guide eBook will take place on the Kortex App. (A link to Kortex will be emailed to you after purchase.)
How many devices can I download my eBook? You can download your guide on up to 3 devices.
When can I expect my printed copy to arrive?
  • You will receive an email with tracking information when your order is dispatched.