Shipley Capture Manager Playbook™
The Shipley Capture Manager Playbook provides a step-by-step approach and necessary tools for capture or opportunity managers to qualify for and win strategic opportunities.
Every Capture Manager needs a playbook—a framework and necessary tools to manage a complex proposal that is compliant and compelling.
Winning business in today’s competitive markets requires discipline and know-how. Professionals pursuing business in any market segment need to be assertive in understanding and assessing customer needs, competitor positions, and strategic solutions.
The Shipley Capture Manager Playbook provides a successive approach and necessary tools for capture or opportunity managers to qualify for and win strategic opportunities. The Playbook identifies key milestones and decisions that are necessary to advance the sale and gain a competitive advantage. By applying the key tasks, activities, milestones decisions, and tools found in the Playbook, you improve your probability of winning.
The Shipley Capture Manager Playbook is divided into four sections:
- Opportunity Identification—Detailed in this section are activities necessary to establish a place in the market, influence potential customers’ perceptions, and help prospect for business opportunities.
- Opportunity Assessment/Qualification—This section includes tools and milestones to gain knowledge of the opportunity, the customer, and the competitive landscape and decide whether to begin an active pursuit.
- Opportunity/Capture Planning—Tasks focusing on preparing and implementing the capture plan and win strategies to influence the customer to prefer your solution are documented in this section.
- Supporting the Proposal—This section contains steps the capture manager should take to provide information about the opportunity and the customer to help the proposal team.
Win more business by making the Playbook work for you!