On September 19-20, 2017 in Washington, DC, fifteen company representatives participated in an exclusive workshop specifically designed for SBAIC members to increase U.S. government proposal win rates. The instructors, Peg Melberg and John Hanke of Greenleaf Consulting, focused on the most critical components of the Shipley 96-step Business Development Process. The idea behind the workshop was to help small businesses to understand and develop a framework process for capture and proposal management to adapt to their specific company-size and culture that is economical, repeatable, and sustainable. One key takeaway is that there are existing models and forms small businesses can follow and adapt to fit your company’s needs, budget and size.
Day 1 focused on the process of identifying opportunities, assessing the environment, and devising and implementing winning strategies oriented toward capturing a specific business opportunity. Day 2 focused on procedure to write a persuasive, winning proposal. Each participant received the Shipley Business Development Series including the Proposal Guide, Capture Guide, and Business Development Lifecycle Guide and poster. Additionally, participants received a compilation of over 40 sample documents, tools and templates to help them compete and win prime government contracts.
This type of training is available in-house for member companies at a discounted rate for four or more participants. If interested, please contact info@sbaic.org for more information. Special thanks to the SBAIC Executive Committee and Integra for organizing and hosting the event.