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Overview
FPS and Shipley Associates (Shipley) are proud to partner in offering this exclusive workshop, Capture Management for Contracts & Pricing Professionals.

This intensive 2-day Capture Management Workshop introduces participants to the industry’s leading framework for winning federal contracts. Through lecture, group discussion, and case-based exercises, attendees will learn how to identify and qualify opportunities, assess competitors, build winning strategies, and position their organization before RFP release. The course is highly interactive and designed specifically for FPS’ audience of contracts, pricing, and acquisition professionals, with a focus on connecting capture strategies to pricing, contracting, and proposal execution.

Why Shipley?
Shipley is the gold standard in government contracting capture and proposal management. The Shipley Business Development Process™ is trademarked and has been adopted by over 90% of the top government contractors. If you plan to stay in this industry, familiarity with the Shipley Process is not optional, it is the language of winning in GovCon. This is your chance to learn directly from the firm that has defined how the GovCon industry competes and wins.

Who Should Attend: Whether you are in contracts, pricing, program management, sales, technical leadership, or serve as a subject matter expert (SME), this course applies to you. Understanding capture management helps every role align with business strategy, customer expectations, and competitive dynamics—so your contributions lead directly to higher win rates.

Shipley Associates’ Capture Management Workshop equips participants with a proven methodology to improve competitive position before solicitation release.

Key learning areas include:
  • Identifying and qualifying opportunities using quantifiable data (strengths, past performance, core competencies).
  • Building and managing a focused pipeline to maximize ROI and reduce wasted bid effort.
  • Analyzing customers, competitors, and partners to develop winning strategies.
  • Preparing and executing a structured capture plan.
  • Understanding customer buying behavior and aligning strategy.
  • Developing win themes, discriminators, and value propositions.
  • Translating capture intelligence into actionable pricing and contracting strategies.
  • Transitioning seamlessly from capture to proposal.
  • The workshop blends presentations, facilitated discussion, team exercises, and case studies, ensuring participants leave with both knowledge and practical tools.
Course Materials:
  • Shipley BD/Capture Workbook
  • Business Development & Capture Tools Library (20+ reusable templates)
  • Shipley BD/Capture Guide (recognized industry standard reference)

Certificates & Professional Credits:
All participants will receive a Shipley Certificate of Completion. This course counts for 18 PDUs with PMI and 18 CEUs with APMP, supporting your professional certification requirements.

Provided in partnership with     


This course is not available for CLE/CPE credits.
Dates/Locations
October 27-28, 2025
The Westin Tysons Corner
Tysons Corner, VA, United States
Travel Info
Request Group Quote
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Agenda
Experts
Accreditation
See Individual Courses For Available Credits
Certificates of Completion are provided to all seminar participants who attend Federal Publications Seminars courses following the event, upon request.
CPE: Continuing Professional Education
Field of Study: Specialized Knowledge
Delivery Method: Group-Live Classroom
Federal Publications Seminars is affiliated with Cerifi LegalEdge and is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.nasbaregistry.org.
For more information regarding administrative policies such as refunds, cancellations and complaints, please contact Federal Publications Seminars at 888.494.3696.
CPE Hours
This program is eligible for: N/A (CPE) hours of credit
Program Level: N/A
Program Prerequisite: N/A
Advance Preparation: N/A
Method: N/A
CLP: Continuous Learning Points
Approved for CLP by Defense Acquisition University
Defense Acquisition Workforce members must acquire 80 Continuous Learning Points (CLP) every two years from the date of entry into the acquisition workforce for as long as the member remains in an acquisition position per DoD Instruction 5000.66. We will provide you with documentation of points awarded for completing the event.
CLP Hours
This program is eligible for: (CLP) hours of credit
CLE: Continuing Legal Education
States have widely varying regulations regarding MCLE credit. LegalEdcenter is an approved provider in AL, AK, AR, CA, GA, IL, ME, MO, MS, NC, ND, NE, NH, NJ, NM, NV, NY, OH, OK, PA, RI, SC, TN, TX, UT, VA, VI, VT, WA, WI, and WV. Credit may be applied for in other jurisdictions on request and in accordance with state MCLE rules.
Please note that because some states are changing their policy on CLE reporting, you will need to fill out the request for credit from Federal Publications Seminars within 10 business days, or we may not be able to issue credits for the program.
CLE Hours
This program is eligible for: N/A (60 minutes), (50 minutes)
Travel
The Westin Tysons Corner
7801 Leesburg Pike
Tysons Corner, VA, 22043
7038931340
Hotel & Room Block Info
There is a room block for this location. The rate is $262 per night plus taxes. Click here to reserve your room. Reservations must be made by October 4, 2025.
General Information
FOOD & BEVERAGE
Breakfast and lunch will be served.
Coffee, tea, and water will be served throughout the day.
In-House
Bring Federal Publications Seminars to your location! If you would like to offer this course in-house, please contact us.
Schedule Training
Schedule Training
Fill out this form and someone from FPS will contact you shortly. You can fill out as much or as little information as you would like. Prefer to talk to us? Call 888.865.9082.
Request a Quote
Thank You
You will be contacted shortly.
CMBOK Alignments
Leadership
Character
Collaboration
Competence
Emotional Intelligence
Vision
Management
Business Management
Change Management
Financial Management
Project Management
Risk Management
Supply Chain Management
Guiding Principles
Communication and Documentation
Contract Principles
Regulatory Compliance
Situational Assessment
Skills and Roles
Standards of Conduct
Team Dynamics
Pre-Award
Plan Sales
Plan Solicitation
Prepare Offer
Request Offers
Award
Manage Disagreements
Plan Negotiations
Price or Cost Analysis
Select Source
Post-Award
Administer Contract
Close Out Contract
Ensure Quality
Manage Changes
Manage Subcontracts
Learn
Continuous Learning
Individual Competence
Organizational Capability