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 2011
Each year we survey our clients in the Apac region to find out what works in
terms of winning and retaining business.
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
