Commercial Solutions Opening (CSO)

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.

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Workshop Description:

This 1-day, hands-on workshop guides participants through the complete CSO lifecycle from opportunity 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.

Topic covered include:

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
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

Who Should Attend

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

Workshop Materials

Why Shipley?

Training Solutions Tailored to Your Needs

We offer comprehensive training programs on any topics in business development, capture management, proposal management and/or proposal writing. Our solutions are customized to align perfectly with your organization's specific business model, processes, and goals. To ensure optimal results, we conduct complimentary needs assessments for all our corporate clients before designing your training program.

Flexible Delivery Options for Your Convenience

Choose the delivery method that suits your team best. We offer in-person training at your preferred location, engaging live-online sessions, or a hybrid approach combining both for ultimate flexibility.

Training Duration Adapts to Your Schedule

Whether you need a focused, short workshop or an in-depth, multi-day program, we can tailor the duration of our training to fit your schedule and desired learning outcomes.

Specialized Expertise for Diverse Clients

With over five decades of experience, we are experts in serving a wide range of organizations, from small businesses and mid-sized firms to large corporations, NGOs, and those working with the private sector. Our proven approach ensures that each training program addresses the unique challenges and objectives of your specific industry.

Rapid Response and Just-in-Time Training for Time-Sensitive Needs

We understand that opportunities can arise quickly. That's why we offer rapid response training services that can be tailored to your specific needs and delivered within less than a month's notice.

Comprehensive Suite of Training Services

Beyond our core training programs, we offer a variety of additional services to enhance your organization's capabilities, including Needs Assessments, Train-the-Trainer (ToT) programs, Organizational Certifications, Curriculum Design/Development, and Internal Employee Career Advancement Training support.

Global Training Solutions

With a large number of Shipley offices worldwide, we deliver training in any language, time zone, or location, with simultaneous interpretation available for seamless communication.

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