How to Win More Business

Winning More Business requires discipline and the best strategies are often counter-intuitive. For example, rather than chasing each and every “strategic opportunity”, the best use of scarce resources is often by responding to fewer bids, with a higher rate of success. Likewise, best practice is to write a draft of the Executive Summary before writing the body of the proposal.

Here are three strategies to consistently Win More Business

  1. Develop compelling, customer-focussed proposals through aligning your team with common strategy and disciplines
  2. Seek independent validation of your client engagement and proposal development strategy, and deploy a response methodology that leaves nothing to chance
  3. Implement a business and proposal development process that is repeatable and scaleable

Key outcomes you can expect when you work with Shipley Asia Pacific:

  • Increase your win rate
  • Reduce your bid costs
  • Increase profits
  • Win more than you lose
  • Develop a winning corporate culture


About Shipley Associates

Coalface Dialogue represents Shipley in Singapore and South East Asia

Since 1972, Shipley has provided organisations and individuals with consulting and training services focused on winning business in highly competitive environments and we support over $300Bn in major proposal efforts globally each year.

Our proposal specialists, capture managers, trainers, and process designers are recognized leaders in developing today’s standards for proposal strategy and business acquisition. We offer a unique mix of consulting, training, and process improvement expertise tailored to meet each client’s requirements.

Shipley globally has:

  • Provided services to the top 23 US defence contractors
  • Worked with 43 of the top 50 Fortune 500 companies
  • Developed legacy business development processes for 4 of the top 5 defence contractors
  • Developed a virtual proposal centre for a Fortune 10 client
  • Trained over 30,000 people worldwide

Shipley Asia Pacific commenced operations in 2003 and over the past 3 years has:

  • Supported clients on bids worth in excess of $7.60 Billion
  • Delivered a win rate of over 80% (measured and audited)

In Asia Pacific our clients are represented in the following sectors: Information Technology, Defence, Telecommunications, Engineering, Facilities Management, Infrastructure, Recruitment, Security, Construction, Health, Legal, Insurance, Consulting, Utilities, Printing, and Environmental Services