The Capture Planning for Strategic Wins workshop by Shipleywins is designed to help teams position themselves early in the sales cycle and build a clear, actionable path to win strategic opportunities.

In complex pursuits, winning rarely starts at the proposal stage. This instructor-led workshop focuses on the critical pre-proposal phase—where understanding the customer, shaping the opportunity, and developing a strong win strategy have the greatest impact on success.

At the core of the training is a structured, evidence-based approach to capture planning. Participants learn how to assess the customer, opportunity, and competitive landscape to build a realistic and compelling strategy to win. 

Throughout the course, participants will:

• Analyse the customer, opportunity, and competitive environment using proven Shipley tools
• Build and maintain a living Capture Plan that evolves as new information becomes available 
• Identify meaningful win discriminators that align with customer priorities—not internal assumptions 
• Develop clear capture strategy statements that translate insight into actionable steps and ownership 
• Pressure-test strategies against real-world constraints and leadership expectations before key decision points 
• Establish a shared capture language that improves collaboration across teams 
  
  

The workshop also addresses a common challenge: many organisations pursue opportunities without a structured capture approach, leading to late engagement, weak positioning, and lower win rates. 
By strengthening capture planning, teams can focus their effort on the right opportunities and improve their probability of success.

By the end of the training, participants walk away with a practical, repeatable approach to capture planning—enabling them to make better bid/no-bid decisions, align teams around a clear strategy, and ultimately win more business.