College of Business

Shipley's Capturing Federal Business and Pricing-To-Win

From: October 13, 2015  8:00 a.m.
Until: October 16, 2015  5:00 p.m.
University of Colorado Colorado Springs (UCCS) Campus

Class Size Limit :: 22
Registration Fee :: $1,695

Volume discounts available.  Please contact Shawna Rogers at (719) 255-5215 to discuss rates.

Printable PDF Flyer :: Coming soon!


This four-day program is for anyone who is involved with or participates in capture plans and pricing.  Target participants include:  Capture managers, senior executives, program managers, sales and marketing, business development professionals, financial/technical professionals, directors and supervisors.


This interactive workshop builds practical skills through lecture, discussion, simulations, and exercises, and requires participants to immediately apply what they have learned to their workplaces.


Participants will receive a Certificate of Completion from Shipley Associates, and 3.2 Continuing Education Units (CEUs) from UCCS.


  • Shipley Associates workshop manuals and handouts
  • Shipley Capture Guide
  • Continental breakfast each day
  • Full lunch each day
  • Parking at the University
  • Certificate of completion from Shipley Associates
  • 3.2 Continuing Education Units (CEUs) from UCCS
  • Options to print transcripts from UCCS as proof of attendance and CEUs earned


Days 1 and 2  ::  Capturing Federal Business
Tuesday, October 13 and Wednesday, October 14  ::  8:00 am - 5:00 pm
This two-day portion will develop your skill leading business pursuits prior to release of requests for proposals, when your competitive potential and flexibility are highest.  Through lecture, presentations to course mates, and simulation of the pursuit of a real, competitive opportunity, you will learn to improve your position with your customers before submitting offers.

You will learn about:

  • Reasons companies pursue business opportunities
  • Opportunity assessment
  • Capture plan preparation
  • Customer buying behavior
  • Business intelligence collection and analysis
  • Competitor comparison
  • Strategy development
  • Influencing customers
  • Supporting proposals

Discover how companies that invest in business development before writing proposals bid on fewer opportunities, spend less, but win more often.

Days 3 and 4  ::  Pricing-To-Win
Thursday, October 15 and Friday, October 16  ::  8:00 am - 5:00 pm
This hands-on workshop will have you analyzing competitive bids from a customer's perspective to gain understanding of how buyers in structured markets make purchasing decisions. Then, via a case study based on a real-world competitive acquisition, you'll learn about and follow a process for development and exploitation of competitive intelligence to target a price to win.
You will learn to:

  • Understand customer buying behavior
  • Estimate customer's budgets and price expectations
  • Predict competitor's likely solutions and prices
  • Determine a price to win and use it enhance your competitive posture throughout the business development lifecycle

During the workshop, you will work with realistic examples of market research, historical contract information, and data about competitors. These will illustrate the kind of information you should seek and use for your own organization's business pursuits.

Please note, this workshop does not cover cost estimation techniques, which will be unique to your organization. It focuses on determining a combination of price and capability that will appeal to your customer's buying style-the price to win.


Shipley Associates logo
OPED in the UCCS College of Business is pleased to partner with Shipley Associates to provide specialized industry training to defense and government contracting and aquisition professionals in Colorado Springs.  Program participants value the Shipley blended services model that provides industry-best consultants, trainers, and business development tools. Since 1972, Shipley has supported large and small companies in securing billions of dollars of government and commercial contracts.

Event Contact

Shawna Rogers