Shipley Capture Manager Playbook

DESCRIPTION

The Shipley Capture Manager Playbook is a step-by-step guide with key tasks, milestones, and tools to effectively lead and manage a strategic pursuit in any market environment. Capture and opportunity managers can follow these steps, adhering to the key decision gates and milestones, to win more business.

Accompanying the Shipley Capture Manager Playbook is a compilation of simple-to-use, industry-tested tools to help manage and improve the capture management process.

Capture-Manager-Playbook-v1

TOPICS INCLUDE:

1. Opportunity Identification

2. Opportunity Assessment / Qualification

3. Opportunity / Capture Planning

4. Supporting the Proposal

Each section discusses key bid/no-bid judgements (decision gates) that must be made by senior management before advancing to the next opportunity gate. These decision-gate reviews bring discipline to the role of the capture manager.

DIGITAL TOOLS INCLUDE:

Shipley CM Toolkit Capture Workbook
Shipley CM Toolkit Customer Meeting Planner
Shipley CM Toolkit Executive Summary Organiser
Shipley CM Toolkit Integrated Solution Worksheet
Shipley CM Toolkit Opportunity Planner Template
Shipley CM Toolkit Black Hat Instructions

Shipley CM Toolkit Black Hat Planner
Shipley CM Toolkit Black Hat Review Form
Shipley CM Toolkit Blue Team Assessment Form
Shipley CM Toolkit Blue Team Instructions
Shipley CM Toolkit Blue Team Planner
Shipley CM Toolkit Blue Team Review Form

ACHIEVE THE FOLLOWING:

Assess your competitive position in the market to determine your probability of winning (Pwin)
Strengthen your position and readiness to provide a competitive solution to the customer

Determine discriminators of your company or solution through careful SWOT analysis associated with the opportunity
Develop win themes to communicate why your solution is unique and better than competitor solutions

Establish a go-forward plan for winning the business

RECOMMENDED FOR:

Account Managers

Capture Managers
Business Development Managers

Sales Managers
Business Leaders

Customer Relationship Managers

PRINTED

AU$165

Your Shipley Capture Manager Playbook will be printed on demand and shipped to you. Your digital capture management tools will be available to download via a link emailed to you after purchase.

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eBOOK

AU$132

Make personal notes, annotations, or highlights in this digital copy of the Shipley Capture Manager Playbook anywhere you go. Your digital capture management tools will be available to download via a link emailed to you after purchase.

BUY NOW

Shipley Capture Manager Playbook

DESCRIPTION

Accompanying the Shipley Capture Manager Playbook is a compilation of simple-to-use, industry-tested tools to help manage and improve the capture management process.

TOPICS INCLUDE:

1. Opportunity Identification

2. Opportunity Assessment / Qualification

3. Opportunity / Capture Planning

4. Supporting the Proposal

Each section discusses key bid/no-bid judgements (decision gates) that must be made by senior management before advancing to the next opportunity gate. These decision-gate reviews bring discipline to the role of the capture manager.

DIGITAL TOOLS INCLUDE:

ACHIEVE THE FOLLOWING:

RECOMMENDED FOR:

Account Managers

Capture Managers

Business Development Managers

Sales Managers

Business Leaders

Customer Relationship Managers

PRINTED

eBOOK

FAQs