Shipley method
The Shipley method is a commercial business development and proposal framework built around defined phases, activities, outputs and decision milestones. Suppliers use it to structure capture and bid work; it is a professional method, not a mandatory UK procurement standard.
Reviewed
A supplier looking for defined gates and outputs across business development and proposal work may adopt the Shipley method. Shipley describes a seven-phase business development lifecycle: market segmentation, long-term positioning, opportunity assessment, capture or opportunity planning, proposal planning, proposal development and post-submittal activities. Organisations adapt the method to their market and size.
How suppliers use it
The value is in making decisions and outputs explicit. Early phases test market fit and opportunity qualification. Capture planning develops a customer-focused solution, evidence, competitive understanding and actions. Proposal planning turns the formal request into a compliant structure. Proposal development coordinates writing, pricing, reviews and production. Decision gates create a point to stop or redirect before more resource is spent.
Keep it subordinate to the tender
The method does not authorise private access to a contracting authority or override a tender. Supplier contact must respect the buyer’s procurement process and any preliminary market engagement rules. Once a formal opportunity is issued, its requirements, clarifications and evaluation model take priority over an internal framework.
For example, a small supplier might use only an opportunity assessment, bid/no-bid gate, response plan and final review. A complex prime contractor may use separate capture, solution, pricing and colour-team workstreams. Both are applying the underlying discipline proportionately.
Shipley training and tools are proprietary professional resources; using similar practices does not imply certification or membership.