Opportunity Strategy Development

A PROVEN, EFFECTIVE PROCESS

Our sessions follow a sequence of collating, analysing, and acting on the information you have within your team that ensures collective agreement and a mature approach to the opportunity.

CUSTOMER-FOCUSED COMPETITIVE POSITIONING

Like everything Shipley does, this engagement focuses the team on the customer’s needs, their biases and past experiences, to build a strategy that speaks to their concerns.

AN IMPARTIAL EXPERT TO CHALLENGE YOUR THINKING

Our consultants bring experience from multiple industries and opportunities that equips them to challenge how you think about your customer, yourselves and your competition.

INTEGRATION WITH THE SHIPLEY PROPOSAL DEVELOPMENT PROCESS

The outputs from the strategy session – initial strategy statements, solution requirements and action plans – will keep your team on a common path as they align with the Shipley capture and proposal processes.

FACILITATED SESSIONS TO BUILD A WINNING STRATEGY FOR YOUR OPPORTUNITY

Bringing your internal team or a consortium together to build a common vision and strategy for an opportunity can be one of the biggest challenges bid teams face. To get you past this barrier, Shipley can provide one of our experienced facilitators. They will guide you as a group through a series of brainstorming exercises that allow you to voice the aspirations, confidence, fears and doubts team members may feel. They will then help you to bring them together into an agreed position, challenging your assumptions to help build a win strategy that addresses your customer’s needs, your organisational capabilities and those of your competitors.

Following this initial strategy position, our consultants can provide follow-up touchpoints to keep your action plans on track and guide you in developing responses to new information.

CLIENTS USE US TO

Facilitate a session with the authority of experienced bid consultants
Model bid leadership behaviours and mentor emerging bid leaders
Bring different teams and/or organisations together by sharing their knowledge and the thinking behind strategy development
Challenge assumptions that have become entrenched – whether about the customer, the competition, or your own abilities

Deepen the team’s understanding of how bids are awarded and who might influence the award
Organise your understanding of customer issues and requirements to identify the most important outcomes for them – their hot buttons
Offer suggestions for ways to emphasize your organisational strengths and mitigate your weaknesses
Provide rigour around action planning, and follow up on it

"Shipley provided bid expertise as well as independent, unbiased advice that helped us ensure our response was all about the client and their needs, rather than being about us. They also helped build a far more compelling response in a shorter timeframe than we could have done by ourselves.

As a result of engaging Shipley, we won the contract, which represented a significant milestone for our business. The investment we made in Shipley was well worth it.”

DIRECTOR

“If you want to maximise your chance of winning the tenders and proposals that you submit, I would highly recommend that you engage Shipley’s support to achieve this outcome.”

NATIONAL SALES MANAGER

"Although our relationship with our client is excellent, there is always a risk involved in re-tendering. We used Shipley’s tools and methods to reduce that risk considerably by analysing the opportunity, the competition and our own offering, in the same way that the client might analyse it ... and we won.”

CHIEF OPERATIONS OFFICER

“Many thanks to you and Shipley for the consulting, guidance and mentoring. It undoubtedly assisted our success and provided me with skills into the future.”

GENERAL MANAGERInnovation and Business Development

Customer-centric and competitively positioned strategies for must-win bids

FACILITATED SESSIONS TO BUILD A WINNING STRATEGY FOR YOUR OPPORTUNITY

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CLIENTS USE US TO

Actionable strategies that align with your business goals.

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