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Shipley Proposal Guide, by Larry Newman PPF. APMP
PDF Download Shipley Proposal Guide, by Larry Newman PPF. APMP
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Help individuals and organizations win competitive business more effectively, efficiently, and consistently.
Guidelines in each entry are based upon the fundamental principles of our consulting practice:
• Align your proposal with the customer’s evaluation process.
• Use a disciplined business development process thatemphasizes up-front planning.
• Schedule to the process and maintain schedule discipline.
• Base your strategy on the customer’s perspective.
• Focus your effort early and throughout with an early executive summary.
• Apply proven project management principles to proposal development.
• Use a disciplined, customer-focused writing approach.
• Use reviews to both control and add value to the process.
Organizations implementing these principles, supported by the guidelines in this Proposal Guide, will capture more
business at a lower cost.
Offer clear guidance to business development professionals that is practical and easy to find. The concept for the Proposal Guide originated when individuals in client organizations repeatedly asked similar questions:
Is this written down anywhere? Now it is.
Most training for sales professionals focuses on enhancing sales skills and explaining the features and advantages of their organization’s products and services, but not on how to direct, prepare, or contribute to proposals. This is the first easy-to-use reference for business development professionals who are seeking practical, clear guidance on how to win competitive business in all markets, large or small, domestic or international, private sector or public. In addition, the Proposal Guide was selected in 2005 as the primary reference for the Association of Proposal Management Professionals (APMP) Foundation Level certification exam.
Record best-practice guidelines.
At Shipley Associates, we have observed and recommended industry best practices in business development training, consulting, and process reengineering since 1972. We endeavor to follow these principles in our consulting practice, teach them in our training practice, and share them in this Proposal Guide.
This Proposal Guide, like the companion Capture Guide and Business Development Lifecycle Guide, offers guidelines, not rules.
Reality encompasses more shades of gray than can be covered in a guide intended to be concise. When in doubt, do what the customer says and be consistent.
Are the guidelines unique? Not usually.
Can you find all of these guidelines in any other reference? No.
- Sales Rank: #120912 in eBooks
- Published on: 2000-01-01
- Released on: 2000-01-01
- Format: Kindle eBook
About the Author
Mr. Newman authored the Shipley Associates Proposal Guide. In its 4th edition, published in 2011, this award-winning 266-page reference guide presents clear, concise guidelines on 62 business development topics and includes 17 model documents. Mr. Newman has won two Society for Technical Communication s Awards of Excellence for the Shipley Proposal Guide.
Most helpful customer reviews
7 of 7 people found the following review helpful.
Great source of Proposal Information
By DDD
Great source of information. Of course 2 weeks after I bought this Shipley came out with this book in eBook format. The only thing that would have been better, is if Shipley would have provided the sample templates in some type of electronic format from a website. It would eliminate some time, rather than having to recreate them from scratch.
0 of 0 people found the following review helpful.
Extraordinary Book - immediately usable advice
By Jeremy Pollard
This is Wikipedia style or crowd sourced wisdom and time saving tips, from thousands of Shipley client Business Development, Bid and proposals engagements every year, globally. Then, edited by Larry Newman, one of the first APMP Fellows.
So the broadest possible practical (ie it is real world and it works) experience, that all ties together in a consistent BD LIFECYCLE framework.
There are other books and guides to business and proposal writing - but none match the breadth of thinking and practical detail of the Shipley guides.
You write to win - and every aspect of these guidelines builds to winning not just writing.
0 of 0 people found the following review helpful.
Great information - laborious method
By Reen
More for the defense or plane building companies. The method is elaborate and complex. Lots of information you can use if doing "bids" or "proposals". But IMHO this method explained can be made more "agile" for high-tech and other industries.
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