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Government Contractors: Tailoring Your CRM to Shipley Processes

Shipley Associates (www.shipleywins.com) has developed the best known business development processes for government contractors.  The Shipley seven-phase process has been proven to help government contractors increase their win rate and achieve growth in new contracts. According to their publication Capturing Federal Business:

"Rarely, though, are all steps shown appropriate for a particular company or a given business opportunity.  Successful business development organizations will tailed this model to reflect characteristics and time scales of their markets, leaving out or adjusting tasks if necessary."

Microsoft Dynamics CRM for Government Contractors lends itself to tailoring, so you can configure automated business processes to match the needs of your company and the type of opportunities you pursue.  You can quickly add or delete fields, and design workflows using a wizard user interface.  As I said in a February blog post, one size does not fill all for government contractors. 

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