2025 Training Catalog

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Winning Color Team Reviews Course Overview

OnDemand • Black Hat Team: Predicts competitors’ solutions, reviews our solution set, and refines our capture plan • Pink Team: Reviews storyboards and mockups to confirm solution set and to validate proposal strategy • Green Team: Reviews cost/price solution • Red Team: Reviews final proposal draft—including price—to predict how the customer will score the proposal • Gold Team: Approves final proposal and price • White Hat Team: Compiles lessons learned from capture planning through proposal development to contract award • Implementing improved color team reviews milestone reviews and how to adapt new skills and approaches to your organization’s needs and markets. Examples of reviews and other topics we address during the workshop include: • Achieving customer focus throughout the BD process and reviews • Decision gates versus reviews • Blue Team: Reviews initial capture strategy and capture plan

Shipley Associates

This one-day workshop will help you schedule, plan, and conduct a disciplined but flexible set of color team proposal reviews to improve your probability of winning (Pwin). Using lecture, discussion, and hands-on exercises, you’ll learn best practices to help you submit a more compelling and fully compliant proposal. You will receive a full set of tools and checklists to help you plan and execute effective color team reviews. You will learn to: • Understand the various color team reviews and their objectives • Identify key deliverables that result from winning color team reviews • Use formal color team reviews to ensure compliance, responsiveness, and customer focus. • Prepare assigned reviewers with necessary tools and guidelines

BD.ai Courses We are elevating Shipley methodology and best practices with a framework called BD.ai. Its purpose is to empower professionals with knowledge, guidelines, strategy, and practical techniques to win more business faster with AI assistance in a reliable, responsible way that builds on the Shipley process you already know. BD.ai establishes a common understanding of the long-term BD transformation through AI so we can learn,

innovate, and succeed together.Take these courses: • BD.ai: Introduction to Using and Adopting AI for Proposals • BD.ai Advanced AI Topics and Techniques for Proposal Development

In the workshop, you will learn about more than 12 useful tools that support proposal development

Who Should Attend • Business Developers • Capture & Opportunity Managers • Proposal Managers • Business Development and Marketing Leaders

Workshop Length • 1 Day • 1 Elective Unit

Shipley Capture Guide ™

Workshop Material • Workshop Manual(s) • Color Team Review Tools • BD, Capture, Sales, and Proposal Documents

Shipley Training Catalog