Webinars

Join Shipley Associates (Shipley) in Partnership with Deltek GovWin in a discussion on how to elevate your proposal writing based on techniques derived from empirical analysis of winning proposals and data- driven strategies for success.

With 54 years of experience consulting, writing, leading, evaluating, and analyzing hundreds of thousands of winning proposals, Shipley possesses unparalleled expertise in the field. Our insights are based on factual data, patterns, and rigorous analysis of what winning proposals have in common, and conversely, what leads to losses.

We've partnered with Kevin Plexico, SVP of Information Solutions for Deltek GovWin to bring you this data-driven webinar on what truly works—and what doesn't—in proposal writing. Kevin will share his insights based on his 30+ years in this industry, on what works in advanced proposal writing, and how these tactics can directly increase your Proposal Win Rate (PWIN).

Based on the empirical analysis of hundreds of thousands of proposals, including detailed evaluations of both winning and losing submissions, Shipley has identified key factors that drive proposal success. These data-driven insights inform the following actionable strategies you'll gain in this webinar:

• Refine proposal architecture: Learn how to structure your proposals for maximum clarity and impact, ensuring evaluators can easily navigate and understand your value proposition.
• Master persuasive narrative development: Discover techniques for crafting compelling narratives that not only articulate your capabilities but also resonate with evaluators' needs and priorities.
• Optimize response strategies: Gain practical tips for addressing common proposal challenges, including compliance, risk mitigation, and value articulation, maximizing your scoring potential.
• Benchmark against best practices: Explore real-world examples of successful proposal approaches, identifying key differentiators and adapting them to your own proposal development process.
• Leverage data-driven insights: Understand the quantitative factors that separate winning proposals from the rest, applying these insights to strengthen your own submissions.
• Quantify your value proposition: Learn how to effectively demonstrate the tangible benefits of your solution, showcasing a clear return on investment for the client.

Webinar Details:

Date: April 9th, 2025

Time: 1:00 PM ET

Don't miss this opportunity to leverage Shipley's 54 years of experience and data-driven insights to elevate your proposal writing and secure more wins!

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In this exclusive webinar, "Understanding Government Proposal Evaluations and Scoring Processes," gain unparalleled insights from three accomplished experts in government procurement and acquisitions.

Kimberly McCamon and Mollie Pearson, both retired U.S. Army Colonels (O6) with distinguished careers as procurement and acquisitions officers, bring decades of experience in federal contracting. In addition, Pamela Warren, Senior Acquisition and Operations Principal at PearsonConsulting, LLC, joins the panel, adding over 30 years of expertise as a Government Army Acquisition Corps Subject Matter Expert.

Pamela Warren has extensive experience in both CONUS and OCONUS contracting operations, where she played a pivotal role in developing and managing high-value acquisition packages, leading cross-functional teams, and serving on Source Selection Evaluation Boards (SSEB). Her deep understanding of complex contracting issues and her ability to bridge the gap between government and private industry will provide invaluable perspectives on the proposal evaluation process.

With decades of experience evaluating, scoring, and awarding government contracts, they will provide an insider’s perspective on the Federal Acquisition Regulation (FAR) and DFARS process, how the government develops requirements, evaluates proposals, and justifies awards.

This is a rare opportunity to interact directly with former government officials, and learn actionable strategies to make your proposals stand out and score high. Don’t miss this chance to elevate the quality of your proposals with proven expertise!

This webinar provides an overview of the current state of AI in proposal development, including adoption rates, technological maturity, and future trends heading into 2025.  

Key Takeaways:

Gain insights into the current adoption and usage of AI, including pWin.ai, in proposals.

Understand the maturity stages of AI adoption in organizations.

Anticipate future developments in AI technology for proposal writing.

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Join Shipley Associates for an exclusive webinar on mastering long-range business development (BD) strategies in complex and competitive contracting landscapes.

Discover Our Proven Long-Range BD Approach:

Strategic Planning: Craft winning long-range and annual business plans.
Market Intelligence: Identify and analyze key clients, competitors, teammates, and opportunities.
Strategic Positioning: Establish your company as a trusted partner.
Opportunity Assessment: Prioritize the right opportunities for your business.
Pipeline Development: Build a pipeline of potential contracts based on high Pwin (probability of win).
Capture Planning: Develop targeted win strategies for each opportunity.

Using a GenAI  in a growth organization is not always an easy sell. The trick to having a team embrace AI technology is to treat it not as a tool; treat it as a vital member that starts working for you well before the RFP is released. This transition from tool to team member requires a multi-faceted approach, starting with a shared understanding of GenAI as a co-worker followed by comprehensive understanding of the tool’s capabilities and potential.

By introducing GenAI earlier in the capture phase, our “teammate” becomes the central location for all opportunity information and evolves as the opportunity matures. By bringing AI into the process as a co-worker during capture, we can develop  pre-proposal artifacts that show where we are best positioned and where we may have gaps. This cultural shift emphasizes GenAI’s role in enhancing our creativity and decision-making, setting its status as a vital member of the growth team.

Join Kim Pack, President of Federal at AIS, and Amy McGeady, SVP of Shipley Associates, for an insightful webinar on how to build a culture of capture using AI and the renowned Shipley capture process. This session will delve into the transformative impact of integrating pWin.ai into the capture process, positioning it as a vital team member rather than just a tool. With a strong foundation in Shipley's methodologies, learn how to enhance efficiency, creativity, and decision-making in your proposal development.

Many proposal professionals are aware of the potential benefits of AI but struggle with how to effectively implement it within their existing processes. They face challenges such as ensuring security and quality, gaining stakeholder buy-in, and driving adoption across their teams. This webinar provides a roadmap for successfully integrating AI into proposal management based on Microsoft’s real-world experience.

n this webinar we will discuss the importance and methodology of RFP fit analysis, the limitations of traditional RFP analysis techniques, and how AI-assisted analysis, particularly through pWin.ai, provides a more efficient, accurate, and comprehensive approach. It also provides insight into integrating AI into RFP analysis processes, leveraging BD.ai Primer as a key resource, and navigating the challenges of AI adoption while exploring future trends in AI for proposal development.

Effective capture managers and successful proposal teams have learned to work in tandem to achieve an effective capture to proposal transition. The best capture managers realize that the final “customer” of their efforts is their proposal team and constant communication is crucial through all stages of the capture process. The objective is to fill, when possible, all information gaps, develop viable and relevant solutions, leverage discriminators, and address the client’s procurement hot buttons. While formal operational control of the bid passes from the capture manager to the proposal director (lead) with the release of the final RFP, constant communication from early market research through final proposal submission will dramatically increase your win probability!

Successfully integrating generative AI and Big Data into proposal development requires a structured approach that maintains the integrity of proven practices and processes, embraces emerging technologies, and attends to the people side of change. In this webinar, we’ll explore practical strategies for leading change and harnessing new technology to bring tangible improvements to your proposal development processes.

Past performance volumes are a critical part of nearly all proposals. Learn the art of writing compelling, winning past performance.

In the fall of 2023, Shipley conducted a global survey of business development leaders. In this webinar, Shipley leaders from around the world will share findings on the most effective factors in helping recruit, retain, and achieve the career potential of key staff in today’s global business environment.

Gathering competitor information is NOT the same as conducting a competitive assessment. Learn how competitive assessment is a key part of your pricing to win analysis.