2026 Training Catalog

We Empower Learning ®

Getting to Blue: Win

Shipley Associates

Course Overview This one-day workshop teaches participants how to delib- erately design and execute proposals that score Blue (Out- standing/Far Exceeds) with evaluators. Rather than hoping strengths emerge during proposal writing, Getting to Blue shows teams how to engineer strengths early, based on vali- dated customer knowledge, competitive insight, and disci- plined and process-driven execution. Participants learn to develop a focused Getting to Blue win strategy that deliberately positions their solution for evaluator preference. They then translate that strategy into compelling proposal strengths by demonstrating clear, proven advan- tages in contract performance as proof points. Workshop Description This fast-paced, interactive workshop builds practical skills through interactive lecture, facilitated discussion, and team- based exercises using realistic acquisition scenarios. Partici- pants focus on what evaluators actually score and how to ensure proposals are perceived as exceptional rather than merely compliant. This corporate elective course can be ef- fectively delivered in-person, hybrid, or virtual, each offering unique advantages and considerations for participant en- gagement and learning outcomes.

Participants learn how to: • Understand what Blue means from the evaluator’s per- spective • Design a Getting to Blue win strategy early in capture • Identify and validate customer hot buttons • Develop strengths that clearly exceed requirements • Create proof and evidence evaluators can credit • Translate strategy into proposal structure, storyboards, and visuals • Lead teams to consistently execute toward Blue outcomes

AI Course We are elevating Shipley methodology and best practices with a framework called Shipley 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. Shipley AI establishes a common understanding of the long-term BD transformation through AI so we can learn, innovate, and succeed together.Take this course: • Shipley AI 2026

OnDemand

Who Should Attend This course is ideal for professionals in: • Senior Executives • Business Development Leaders

Certification • Receive 1 elective unit toward Shipley certification Workshop Materials • Workshop Manual • Getting to Blue Strategy Tools and Templates • Strength and Proof Devleopment Worksheets

Shipley Training Catalog • Capture Managers • Proposal Managers • Program Managers • Solution Architects • Volume Leads and Key Proposal Contributor •

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