2025 Training Catalog

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Winning Color Team Reviews Course Overview

Other Transactional Authority (OTA) Training Course Overview

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 • 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

• Streamlined formats: white papers, quad charts, oral pitches • Best practices for technical, cost, and management volumes Consortiums and the Role of Non-Traditional Contractors: • Structure and function of OTA consortiums (e.g., SpEC, S2MARTS, C5) • Working within and outside of a consortium • Understanding and meeting the non-traditional de- fense contractor workshare requirement Contract Types and Pricing Models in OTA Agreements: • Firm-Fixed-Price (FFP)-like models, milestone pay- ments, cost-sharing structures • What’s negotiable in OTAs vs. FAR contracts • Data rights, IP considerations, and audit risks Compliance and Risk Management: • Common compliance pitfalls • Navigating gray areas and limited oversight • Audit-readiness in OTA execution Case Study and Practical Application: • Real-world OTA project lifecycle overview • Sample opportunity review and strategic response planning • Teaming strategy for traditional and non-traditional partner alignment

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

Copyright Shipley Associates. Who Should Attend This course is ideal for professionals in: • Proposal Directors, Managers, Writers, Graphic Artists, Proposal Contributors • Business Development Personnel • Engineers, Subject Matter Experts, Technical Leads • Division/Program Leads • Program/Project Managers • Any other personnel supporting business development, capture management, and/or proposal • • Shifting federal innovation and acquisition priorities • Policy trends influencing OTA adoption and oversight Capture Management for OTA Opportunities: • Opportunity shaping and pre-solicitation engagement • Identifying OTA-eligible programs and sponsors • Early-phase strategy vs. traditional BD timelines Proposal Management and Writing for OTAs: • Key structural differences from FAR proposals This course is designed to equip professionals with prac- tical, actionable knowledge of how OTAs function as an alternative procurement mechanism. Participants will ex- plore how OTAs compare to traditional acquisition meth- ods, how to engage in consortia and non-traditional part- nerships, and how to approach proposal strategy, writing, and orals for OTA-based opportunities. The course will also delve into compliance factors, contracting structures, and the role of non-traditional defense contractor ven- dors participating as “significant.” Emphasis is placed on current trends and administrative changes impacting OTA usage across DoD and civilian agencies. Topics covered include: Intro. to Other Transaction Authorities (OTAs): • Legal foundations and statutory purpose • Differences from FAR-based procurements • Agencies using OTAs (DoD, DHS, NASA, etc.) Strategic Impacts of the New Administration:

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

Certification • Receive 1 elective unit toward Shipley certification • PMI PDUs (Project Management Institute Professional Development Units) • APMP CEUs (Association of Proposal Management Professionals)

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