Shipley Tips

Historically, adverse deal and contract outcomes happen through misunderstandings and miscommunication. Misunderstandings that usually begin with a rushed and seller-focused view of your customer’s real issues. Often resulting in inadequate stakeholder engagement. And weak or unfocused proposals and contracts. And puzzling low win rates. Contractual and delivery concerns, legal risks, margin or value leaked or wasted. The

The necessary customer focus required to #WinWork is more than just the understanding of technical requirements. This customer focus and persuasive ability – especially in written form – is mandatory in today’s business environment. When a board or senior management commissions Shipley to undertake a forensic bid or deal loss review, key issues always involve blind-spots around

Business leaders choose Shipley when facing challenging deal, bid, contract, sales or negotiation interactions. Particularly those executives who carry the responsibility for consistently securing the revenue needed to protect jobs, serve customers and ensure the future of their organisation. Sales Directors, Sales Managers and Business Development Managers for decades have had Shipley helping them and