2026 Training Catalog

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Advanced Other Transaction Authority (OTA) Course Overview

Getting to Blue: Win

• Consortium models and non traditional contractor requirements • Pricing strategies, cost structures, and negotiation approaches • Intellectual property, data rights, and licensing strategies • Compliance risks, audit considerations, and regulatory gray areas • Planning for transition from prototype to production and follow on awards Workshop Description This advanced, hands on workshop provides a practical view of the complete OTA lifecycle, from early business development through award and execution. Emphasis is placed on integrating capture, proposal, pricing, and contracting strategies to compete effectively in fast moving, non traditional acquisition environments. Through structured exercises and real world scenarios, participants apply proven Shipley methods to analyze OTA opportunities, develop competitive strategies, and produce clear, credible responses aligned with customer priorities. The workshop focuses on helping teams act decisively, reduce execution risk, and position their organization for both initial selection and long term production success.

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.

Other Transaction Authorities (OTAs) have become a primary mechanism for accelerating innovation and acquiring capabil- ity outside traditional FAR constraints. Their flexibility enables faster acquisition and broader industry participation, but also introduces complexity across capture, proposal, contracting, and execution. This advanced workshop equips experienced practitioners with a disciplined, end to end approach for competing and winning in OTA environments. Participants learn how to shape opportunities early, align capture and proposal strategies with government priorities, and structure solutions that increase Probability of Win (Pwin) across research, prototype, and pro- duction OTAs, while managing risk, intellectual property, and long term growth. Topics covered include: • OTA statutory foundations and acquisition strategy context • Differences between OTAs and FAR based procurements • Policy trends influencing OTA use and oversight • Identifying and qualifying OTA opportunities • Capture strategies for early engagement and opportunity shaping • Proposal approaches for OTA formats (white papers, pitches, iterative submissions) • Developing discriminators and evaluator focused messaging Who Should Attend • Business Development and Capture Managers • Proposal Managers and Senior Proposal Practitioners • Technical and Solution Leads • Program and Project Managers • Contracts, Legal, and Compliance Professionals • Pricing and Finance Leaders • Executives responsible for innovation and growth initiatives

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

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

Certification • 1 Elective Unit Workshop Length • 1 Day

Copyright Shipley Associates. • Capture Managers • Proposal Managers • Program Managers • Solution Architects • Volume Leads and Key Proposal Contributor •

Shipley Training Catalog

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