2026 Training Catalog

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Commercial Solutions Opening (CSO) Course Overview

OnDemand identification through proposal submission and planning for follow on awards. Emphasis is placed on disciplined capture execution, focused proposal development, and evaluator aligned messaging in fast moving, non traditional acquisition environments. Using practical examples and structured exercises, participants apply Shipley best practices to analyze CSO, develop win strategies, organize compliant and persuasive responses, and manage reviews and revisions within compressed schedules. The course integrates business, pricing, and IP considerations to ensure solutions are positioned for both award and long term growth. • Planning and executing accelerated Pink and Red Team reviews • Pricing strategies and ROM development for CSO responses • Intellectual property, data rights, and licensing considerations • Planning for follow on contracts and transition to production Workshop Description This 1-day, hands-on workshop guides participants through the complete CSO lifecycle from opportunity

Shipley Associates

Commercial Solutions Opening (CSO) represents a fundamentally different approach to acquiring capability that emphasizes speed, flexibility, commercial innovation, and outcome based evaluation. Winning in this environment requires rethinking traditional capture, proposal, and pricing approaches. This workshop equips participants with practical, end to end methods for identifying, shaping, and responding to CSO. Participants learn how to align capture strategy, proposal execution, and business considerations to position commercial solutions for selection while managing risk, intellectual property, and follow on opportunities. Topics covered include:

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

• CSO purpose, authorities, and acquisition models • Differences between CSO, FAR based RFPs, and OT pathways • Opportunity identification and qualification for CSO • Capture planning tailored to CSO timelines and evaluation models • Stakeholder mapping and early win strategy development • Proposal structuring for CSO formats (white papers, slides, videos) • Developing clear win themes, discriminators, and evaluator focused messaging Who Should Attend This course is ideal for professionals in: • Business Development and Capture Managers • Proposal Managers and Proposal Leads • Technical and Solution Architects • Program and Project Managers supporting CSO efforts • Pricing, Contracts, and Legal professionals involved in non traditional acquisitions • Executives responsible for CSO pursuit decisions

Certification • 1 Elective Unit

Workshop Length • 1 Day

Shipley Training Catalog

Shipley Training Catalog 41