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Shipley Asia Pacific @ShipleyAP

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

Joined May 2015
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Shipley Asia Pacific@ShipleyAP
6 Jul 2021
Check out my latest article: Boost Your Career with Shipley Accreditation linkedin.com/pulse/boost-you… via @LinkedIn

Boost Your Career with Shipley Accreditation

Today, I begin posting and sharing my newly acquired Shipley Accreditation micro-credentials digital badges - as will many of my colleagues. Soon, you can too.

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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.
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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! youwin.by/3Uc3pyj
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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.
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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.
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#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?
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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!
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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?
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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.
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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! 🎄
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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.
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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. youwin.by/41l3rWu
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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.
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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. youwin.by/3Rnwe9r
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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.✏️
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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.
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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 🚀
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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
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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? ⬇️ youwin.by/49jvkli
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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. youwin.by/3FASndI
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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
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