Shipley Asia Pacific, Sydney, NSW Videos

Happy Easter weekend, everyone! 🐰🌷🐣 We at Shipley Asia Pacific want to take a moment to wish you all a wonderful holiday with family and friends - filled with joy, happiness, and plenty of chocolate!
Happy Easter weekend, everyone! 🐰🌷🐣 We at Shipley Asia Pacific want to take a moment to wish you all a wonderful holiday with family and friends - filled with joy, happiness, and plenty of chocolate!

Evolve content & detail in the Executive Summary until the #proposal is submitted. Learn more about writing your proposals at our upcoming POWeRful Proposal Writing workshop! https://shop.shipleywins.com.au/shop/powerful-proposal-writing/
Evolve content & detail in the Executive Summary until the #proposal is submitted. Learn more about writing your proposals at our upcoming POWeRful Proposal Writing workshop! https://youwin.by/3ELVHT2

Assemble your #team with the customer in mind Customers have a stake in teaming combinations, preferred partners, and team contractual arrangements. Review potential teaming combinations and arrangements with the customer, if possible. Whether or not the
Assemble your #team with the customer in mind Customers have a stake in teaming combinations, preferred partners, and team contractual arrangements. Review potential teaming combinations and arrangements with the customer, if possible. Whether or not the customer asks the question, explain in advance and in your proposal how you have selected your teaming partners. Describe the role of each partner, and explain the unique reason that partner was selected. #Customers often review your teaming selection criteria as part of their evaluation and source selection process. They may regard a team of bidders as an increased risk, so mitigate this potential by teaming with known partners and by establishing the parameters of the relationship early and clearly. Occasionally, organizations feel compelled to team, either by the customer, their management, or conditions in their market. Forced teaming arrangements increase risk if the partners dislike or prefer to not work together. Consider whether forced teaming is worth the increased #risk.

Avoid losing credibility. Prospects must explicitly acknowledge or confirm the #value of a feature, to convert its advantage into a benefit. Sellers that claim to know the #benefits of their offerings before collaborating with the prospect are guessing.
Avoid losing credibility. Prospects must explicitly acknowledge or confirm the #value of a feature, to convert its advantage into a benefit. Sellers that claim to know the #benefits of their offerings before collaborating with the prospect are guessing. The risk of failing to test your assumptions about benefits of your solution features – to the specific customer – is that the customer might not agree with the value you are claiming. This can undermine trust in you, and diminish the credibility of other claims in your proposal. Best to test your assumptions about #customer benefits early, in the pre-tender Capture phase. Nothing beats that nod of approval!

Does your customer say “Every answer was where we expected to find it”? The physical design of your proposal emphasizes or de-emphasizes your messages much like body language, word dynamics, and facial expressions in conversation. A well-organised, vi
Does your customer say “Every answer was where we expected to find it”? The physical design of your proposal emphasizes or de-emphasizes your messages much like body language, word dynamics, and facial expressions in conversation. A well-organised, visually appealing design helps evaluators find what they need to know rapidly and easily, while reflecting your organisation’s professionalism. Visual elements entice readers, the organisation is easy to follow, answers are easy to find, key points stand out, graphics are clear and conveniently placed, and the text is easy to read. Don’t underestimate the importance of layout and ease of navigation. Consider these comments from an evaluator: “Every answer was where we expected to find it. After we read it, we found that you did not fully comply with our requirements. But it was too late; everyone liked it too much.” #mememonday #parksandrec #propsals

Wishing everyone a happy #mothersday weekend! Today we will be sharing some of the amazing mothers that have influenced our Shipley family. Thank you mums for everything you do! 🌷🌷🌷
Wishing everyone a happy #mothersday weekend! Today we will be sharing some of the amazing mothers that have influenced our Shipley family. Thank you mums for everything you do! 🌷🌷🌷

Love is in the air and your friends at Shipley would like to wish you a happy Valentine’s Day! While most of you may have a handle on romance, we’re here to help you navigate a different type of relationship, the #sales and capture courtship. Behind e
Love is in the air and your friends at Shipley would like to wish you a happy Valentine’s Day! While most of you may have a handle on romance, we’re here to help you navigate a different type of relationship, the #sales and capture courtship. Behind every great date is a wingman or woman full of sage romantic advice, and today we’ve got some tips on how you can woo your #client in the sales and capture phase. 1. You listen 👂 It may come as surprise to some of you that listening to your partner can do wonders for your relationship, and the same applies to a professional one! Listen and learn as much as you can. 2. Focus on them 😍 Yuck, do NOT be the date who only talks about themselves! Focus on the client and learn more about them and their needs. 3. Speak their “love language” 💌 Once you figure out your partner’s love language speak it! The same is true to a customer’s needs. Demonstrate you can fulfil them and the benefits you can provide. 4. You make plans and then you stick to them! 📆 No one likes getting stood up, so when you make plans to meet up with a date (or client) stick with it! If you don’t, we guarantee it’s going to be tough securing that second date. 5. You actually call back! 📞 So, you’ve had the perfect first date, maybe it was coffee at a lovely, little café or better yet some cheeky drinks at the pub. But now it’s time for a follow-up. The ones who call back always have a leg up. 6. You get to know their family and friends (or the decision makers) 👨‍👩‍👦 Everyone knows that getting the green light from the besties is important. Put your best foot forward when meeting friends and family as we know they can influence a decision. And then dig a little deeper and learn what their hot buttons are!

Wishing you and your family peace, health, & happiness in the New Year! 🐯 #happychinesenewyear #newyear2022
Wishing you and your family peace, health, & happiness in the New Year! 🐯 #happychinesenewyear #newyear2022

Upcoming Shipley Online Workshop: Capturing New Business • Date: 16 & 17 November 2021 • Time: 9am to 5pm, both days (Sydney time zone) During this two day training, you will learn how to: • Know when to step in to influence the customer’s decisio
Upcoming Shipley Online Workshop: Capturing New Business • Date: 16 & 17 November 2021 • Time: 9am to 5pm, both days (Sydney time zone) During this two day training, you will learn how to: • Know when to step in to influence the customer’s decision by understanding their buying process • Effectively allocate responsibilities based on a clear definition of the roles of capture planning • Make defensible bid/no-bid decisions using Pwin (the probability of win) to prioritise where you focus your efforts • Build a Win Strategy tailored to the customer using simple tools to analyse and apply your knowledge • Maintain progress towards a winning position by developing and executing a capture action plan FAQ's What is included? • Your seat at Capturing New Business, 2-day workshop • Shipley Accreditation Badge: Capturing New Business- Certificate of Attendance • Digital workbook and templates • Scheduled 1:1 call with your facilitator after your workshop • Hard copy of the Shipley Capture Guide (valued at $165) • ADDED BONUS for 2021 Workshop ONLY: Coupon to sit the Capture Planning 1 Star Accreditation Test (valued at $200. Expires on 31 Dec 2021) **Note: the website will share different details for 2022 workshops.** What tools are included in my workshop materials? Your digital toolkit will include the following Shipley Templates: • Capture Plan Template • Capture Scheduling Checklist • Opportunity Capture Planner • Shipley Capture Workbook • 01 Interest Decision Checklist • 02 Pursuit Decision Checklist • 03 Preliminary Bid Decision Checklist • Executive Summary Organizer Do I have access to support after the workshop? • As part of post workshop support, you have the opportunity to schedule a call with your facilitator free of charge. • Following this, there are coaching call packages available. How will it be delivered? • This online workshop will be delivered via Microsoft Teams. • NOTE: Being online,