The Introduction to Business Winning workshop by Shipleywins is designed for individuals starting out in sales or transitioning into commercial roles, providing a clear and practical foundation in how organisations successfully win business.

Many professionals enter sales roles with limited visibility into how buying decisions are actually made. As a result, they often engage too late in the process—when key decisions have already been shaped. This instructor-led, one-day workshop introduces the core principles of business winning, helping participants understand the full customer buying journey, from early signals through to formal procurement.

The workshop focuses on building awareness of how decisions really happen within organisations—beyond just the formal process. Participants learn how to recognise early opportunities, engage at the right time, and apply simple capture thinking techniques to improve their chances of success.

Throughout the course, participants will:

• Understand how customer buying decisions are shaped before procurement begins
• Recognise key stages in the buying journey and where to engage
• Apply basic capture thinking to strengthen their approach
• Identify risks, gaps, and missed opportunities early
• Build a practical foundation for contributing to successful bids.

The workshop also addresses a common challenge for those new to sales. Too often, efforts are focused only on responding to formal requests, without understanding the earlier stages where real influence happens. This can lead to lower win rates and missed opportunities to shape outcomes.

By introducing both the informal and formal aspects of the buying process, this training helps participants adopt a more proactive and confident approach—supported by a clear mindset, skillset, and toolset.

By the end of the workshop, participants walk away with a structured understanding of how to engage customers earlier, contribute more effectively to opportunities, and build a stronger foundation for winning business.