Originally established as a communications consulting and training organization in 1972, Shipley has evolved into the leading professional services firm focused on helping clients win business. Today, you can find Shipley Associates personnel in various sectors and verticals all over the world. Companies depend on Shipley for thought leadership, training, and business development support to help them compete for and win business.
Shipley is looking for a contractor or part-time Senior Business Development and Capture Workshop Facilitator in the Washington, DC area (this is a requirement) to assist Shipley's Training Practice in continuing to evolve and grow. This position is structured as an independent contractor (1099) engagement .
The successful candidate will facilitate Shipley's onsite, virtual, and blended workshops on an as-needed basis. This includes successfully delivering Shipley's industry-leading business development courses across all phases of the business development lifecycle. While not delivering training, the contractor may be offered opportunities to support course updates, curriculum development, client customization efforts, training project support, and other training practice initiatives as mutually agreed upon.
There is no guarantee of a minimum number of assignments, training events, hours, or compensation.
Requirements
- Minimum of 15 years of verifiable, recent, and progressive experience across the business development lifecycle within government contracting organizations, preferably at a large firm, including significant experience in formal business development and capture managements positions supporting the pursuit and acquisition of federal government contracts.
- Must provide information on at least three (3) pursuits won as a BD/Capture Leader, leading the effort as a prime contractor on a single award, competitive federal government procurement, within the past five (5) years (3 years preferred). Serving as Proposal Management/writer on these wins does not qualify.
- For each pursuit, candidates must provide the contract name, contract size (each opportunity must be $10M or more, preferably), scope, complexity, the government client, and a referral or point of contact from that company who can verify that the candidate led the effort and won it in a BD or Capture role.
- This is a hard requirement and cannot be waived under any circumstances. This information is required as part of the initial application and prior to scheduling interviews. Please note: this is not a proposal manager or proposal writing trainer position. All candidates must demonstrate formal experience in senior level BD and Capture roles.
- Experience working for small, mid-sized, and large government contractors preferred.
- Strong understanding of federal procurement processes, customer engagement, opportunity qualification, competitive positioning, capture planning, proposal development, and business-winning methodologies.
- Bachelor's degree (Master's degree preferred).
- Ability to effectively engage executive, management, and practitioner-level audiences.
- Familiarity with Shipley methodologies and processes.
- Must be technology proficient, including experience with virtual collaboration and training platforms.
- Certified Trainer, Instructor, or formal training experience preferred.
- Strong presentation, communication, facilitation, and interpersonal skills.
- Flexible Schedule with ability to travel nationwide as required to support client engagements and workshop delivery.
As a Senior Business Development and Capture Workshop Facilitator, We Will Trust You To:
- Conduct all activities needed to successfully facilitate Shipley workshops and deliver course material related to the processes organizations use to identify, pursue, capture, propose, and win new business.
- Demonstrate significant and verifiable experience leading and supporting business development efforts within government contracting organizations.
- Facilitate workshops both in-person and online as assigned based on client demand, scheduling requirements, and business needs.
- Provide participants with practical industry insights, best practices, and real-world examples drawn from personal experience across the business development lifecycle.
- Maintain a high level of subject matter expertise and credibility with business development professionals, capture managers, proposal professionals, and organizational leaders.
- Support the continuous improvement of Shipley's training curriculum through client feedback, industry trends, and lessons learned.
- Represent Shipley professionally while delivering exceptional customer experiences and learning outcomes.
Tasks Include, But Are Not Limited To:
- Mastering and effectively delivering Shipley's workshop curriculum spanning the full business development lifecycle, including opportunity identification, qualification, customer engagement, capture planning, proposal development, proposal writing, and business-winning processes.
- Maintaining an in-depth understanding of government contracting and business development best practices sufficient to present course content, answer participant questions, facilitate discussions, and share practical experiences.
- Assisting the Training Practice with reviewing and revising current course content, case studies, participant materials, and learning exercises.
- Working with clients to tailor workshop content and business-winning methodologies to align with organizational processes, requirements, and business objectives.
- Supporting the development and enhancement of new and existing training offerings as needed.
- Collaborating with Shipley facilitators, consultants, and subject matter experts to ensure consistency and quality across all workshop offerings.
- Assisting sales and delivery teams with training-related statements of work, workshop planning, and customer engagement activities when requested.
- Assisting with training management and operational functions, including project support, client coordination, and other Training Practice initiatives as needed.
- Supporting both onsite and virtual workshop delivery environments while ensuring a high-quality participant experience.
Preferred Qualifications
- Twenty or more years of combined government contracting business development, capture management, and strategic growth experience.
- Experience serving in leadership positions such as:
- Vice President of Business Development
- Director of Business Development
- Business Development Executive
- Capture Director
- Senior Capture Manager
- Strategic Growth Leader
- Growth Executive
- Proven experience contributing to successful contract pursuits and business growth initiatives.
- Experience facilitating professional development workshops for business development, capture, and proposal professionals.
- Experience supporting federal civilian, defense, intelligence, or state and local government markets.
- Familiarity with adult learning principles and professional workforce development practices.
Independent Contractor (1099) Status
This position is an independent contractor engagement and is not an employment relationship. Individuals engaged in this role will be retained as independent contractors and will receive IRS Form 1099 for applicable compensation.
Contractors are responsible for all federal, state, and local taxes arising from compensation received under this engagement.
Contractors are not eligible for company-sponsored benefits.
Contractor engagement and assignment schedules will be based on business requirements and mutually agreed availability. Nothing in this position description or engagement should be construed as guaranteeing any minimum number of assignments, projects, training deliveries, work hours, or compensation.
Contractors are responsible for maintaining their own business licenses, insurance, certifications, equipment, office resources, and professional development necessary to perform the services contemplated under this engagement.
Shipley reserves the right to offer, modify, suspend, or discontinue assignments at its sole discretion based on business needs, client demand, contractor performance, or other operational considerations.