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Business Development Institute International Transitions to Shipley Business Winning Practice

Shipley Adds Business Change and Transformation Services

Kaysville, Utah USA – 23 September 2020 — Shipley today announced the official establishment of a professional services practice area focused on helping organizations win sustainable business based on the Capability Maturity Model® for Business Development (BD-CMM®) and related research studies. This new service will be part of the Shipley portfolio in each of its 13 global offices.

Building on, and continuing the work of the BD-Institute International, the new Business Winning Institute will support business winning organizational appraisal and transformational change management across all industry sectors.

First published in 2004 with recent updates, BD-CMM® codifies established industry business winning best practices into a framework that supports sustainable improvement though well-defined transformation and growth paths. It helps organizations recognize strengths and effectively target the strategic investments needed to allow them to complete more successfully for higher-value opportunities.

“The establishment of the Business Winning Institute within the Shipley organization advances our mission to be the thought leader in best practice solutions in competitive markets,” said Todd Barnett, President & CEO at Shipley. “The BD-CMM® model has helped dozens of organizations globally to advance their ability to compete for work and win more business. The model is based on sound principles and research with established benchmarks for helping organizations succeed.”

Paul Deighton is the new Executive Director for this global Shipley practice area.  Paul has been deploying the BD-CMM® with clients since 2004 and is the co-author of the current version of the model.

“In bringing this capability into the Shipley portfolio we can now help our global clients to recognize and implement the changes that are sometimes needed to enable sustainable business winning growth, with the resources and world-wide reach of Shipley behind us”, said Mr. Deighton. “Building on the work of Howard Nutt and continuing to have the remaining BD-Institute International Board Directors Don Beynon and Kelli Carlisle work with us going forward, means that whilst this is a new chapter for us all, it is also very much a continuation of helping organizations win work”.

Click here to access the Shipley Business Winning Institute

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About Shipley

Since 1972, Shipley has provided organizations and individuals with business development consulting, staff augmentation, and training services focused on winning business in highly competitive environments. With over 400 employees and consultants worldwide, Shipley supports major business development projects from strategy development, process improvement, web-based and classroom training, sales enablement, capture planning and proposal writing and management on over 850 proposal efforts per year.

Shipley, the global leader in business development services, also provides capture management and proposal development services to 23 of the top 25 U.S. defense contractors and has worked with 42 of the top 50 Fortune 500 companies to improve sales performance and pursuit win rates.

For more information, contact us at 888.772.9467 (WINS).

Shipley Associates-Lohfeld Consulting Group Strategic Alliance FAQs

About the Strategic Alliance
1. What is the purpose of this strategic alliance?
This strategic alliance strengthens our market position, expands our capabilities, and allows us to better serve our clients. This allows us to offer training electives for our certification program through Lohfeld, enhances Lohfeld Consulting's global reach and creates opportunities for Shipley's licensees, and enables us to respond quickly to the evolving GenAI marketplace in bid and proposals.
2. Will Lohfeld and Shipley remain independent, or will they be fully integrated?
Both companies will operate independently after the strategic alliance. This structure allows each company to maintain its unique identity and focus on delivering value to clients while exploring collaboration opportunities. They will operate under a strict firewall policy that prevents the disclosure of any competition-sensitive data.

From a governance perspective, Lohfeld's CEO Beth Wingate will report to Shipley's CEO Todd Barnett and the Shipley board.
3. How will this strategic alliance affect Shipley’s strategy?
Our overall strategy remains unchanged.
4. Will Shipley and Lohfeld continue to compete?
Yes, we will compete as firewalled subsidiaries of private equity groups routinely do. At times, we may partner on a case-by-case basis.
Impact on Employees and Licensees
5. Will there be layoffs because of the strategic alliance?
There are no planned layoffs. Both companies will continue to operate independently and remain focused on growth, not cost-cutting.
6. How will this affect my role and responsibilities?
Your role and responsibilities will remain the same.
7. Will employee benefits, policies, or compensation change?
Shipley's employee benefits, policies, and compensation practices will remain unchanged.
8. Will there be opportunities for employees to work on projects with the acquired company?
At times, we will jointly collaborate on projects according to the direction given in our firewall policy.
9. How will this impact Shipley's global licensees?
We anticipate that the strategic alliance between Shipley and Lohfeld will drive more global opportunities as we expand our client base. We will continue to follow the Global Sales Protocol, sharing it with Lohfeld's leadership.
Operational Changes
10. How will this strategic alliance impact our day-to-day operations?
There will be no immediate changes to our day-to-day operations. Each company will continue to operate independently while exploring synergies that benefit both organizations.
11. What happens to existing partnerships or vendor agreements?
Existing partnerships and vendor agreements will remain in place. Any potential changes will be carefully evaluated and communicated as needed.
Clients and Markets
12. How will this strategic alliance benefit our clients?
  • ‍ Expand Training Opportunities: Shipley and Lohfeld’s globally recognized professional training programs will continue to create a seamless pathway for professionals to develop their skills and credentials, ensuring they remain competitive in today’s dynamic business environment.‍
  •  Enhance Global Reach: Lohfeld Consulting Group will leverage Shipley’s worldwide operations to expand its services across Shipley’s international network that covers 40 countries through 17 regional offices.‍
  •  Exploit Generative AI Capabilities: Both organizations bring deep expertise assisting companies to take advantage of the “force multiplier” capabilities GenAI offers for business development, capture, and bid and proposal development through training, workshops, implementation, and consulting support.
13. How will this affect our position in the market?
The strategic alliance solidifies our position as a market leader by expanding our capabilities, offerings, and talent pool.
The Transition
14. Who should I contact if I have questions or concerns about the strategic alliance?
Please reach out to your manager with any questions. We are committed to keeping communication open throughout this process.
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