home  

Learning Library

Welcome to the Shipley Learning Library: your online resource for more comprehensive company information, product samples, and downloadable resources!

The samples here are all free, but you can buy complete copies of our publications at our Store by clicking here.

Sample Proposal Guide Sections
Podcasts

Apac Survey 2013

Each year we survey our clients in the Apac region to find out what works in terms of winning and retaining business. Find out what individual factors are at play in your industry.

 

Download full report 

 

Sample Proposal Guide Sections

Capture Planning

The aim of capture planning is to position the prospect to prefer you organization and your solution to the exclusion of all competitors prior to the submission of any proposals
More Information

Discriminators

Discriminators are features of your offer that (1) differ from a competitor's offer and (2) are acknowledged by the prospect as important. Both conditions must be met.
More Information

Persuasion

Persuasion is fundamental to selling. Sellers use written and oral appeals to persuade prospects to accept their ideas, services, and products.
More Information

Value Propositions

Value propositions establish the value basis for the business relationship. They describe how the seller's solution will improve the prospect's business and how that improvement will be measured.
More Information

 

Podcasts

Capture Planning

APMP-sponsored podcast on how to assess opportunities and get the prospect to prefer your organization and your solution before an RFP is submitted.
Link

Clear Proposal Writing

APMP-sponsored podcast on how to write innovative, compelling, and customer-focused proposals; which require two elements--a clear message and clear writing.
Link

Compliance vs. Responsiveness

APMP-sponsored podcast on distinguishing strict adherence to proposal requirements (compliance) vs. meeting the prospects underlying needs (responsiveness.)
Link

Customer Focus

APMP-sponsored podcast on customer focus. Learn eight customer-focused guidelines to assess and improve your documents and presentations.
Link

Songwriting and Proposals

APMP-sponsored podcast on the unique similarities between country music and proposal writing.
Link

You Win