Getting to Blue: Win
This one-day workshop teaches participants how to deliberately design and execute proposals that score Blue (Outstanding/Far Exceeds) with evaluators. Rather than hoping strengths emerge during proposal writing, Getting to Blue shows teams how to engineer strengths early, based on validated customer knowledge, competitive insight, and disciplined 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 advantages 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. Participants 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 effectively delivered in-person, hybrid, or virtual, each offering unique advantages and considerations for participant engagement and learning outcomes.
Participants learn how to:
- Understand what Blue means from the evaluator’s perspective
- 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
- Senior Executives
- Business Development Leaders
- Capture Managers
- Proposal Managers
- Program Managers
- Solution Architects
- Volume Leads and Key Proposal Contributor
Certification
- Receive 1 elective unit toward Shipley certification
Workshop Length
Workshop Materials
- Workshop Manual
- Getting to Blue Strategy Tools and Templates
- Strength and Proof Devleopment Worksheets
