University of Colorado Colorado Springs: College of Business

Centers & Research

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

Dates ::  October 14 - 17, 2014
Times ::  8:00 am - 5:00 pm each day
Class Size Limit ::  20
Registration Fee ::  $1,695
Location ::  University of Colorado Colorado Springs (UCCS) campus
Colorado Springs, Colorado

* Register by August 1  for an early-bird discount of $100 off per participant

* Volume discounts available.  Please contact Shawna with OPED at (719) 255-5215 for more information

Printable PDF Flyer: Click here

Register now

The Office of Professional & Executive Development (OPED) at UCCS has partnered with respected industry leader Shipley Associates to offer this 4-day interactive professional development program in Colorado Springs to teach professionals a proven capture process using tools and disciplines to develop winning strategies and implementation of those strategies through your capture teams.  

Participants will learn to integrate these elements into a disciplined, repeatable process.


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 14 and Wednesday, October 15  ::  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 16 and Friday, October 17  ::  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.

Register now

OPED logo

Shipley Associates Training Colorado


Contact the Office of 
Professional & Executive 
Development (OPED):

Shawna Rogers, Director
(719) 255-5215

OPED Training Session, 2012

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