Skip to content
capture manager playbook

Shipley Capture Manager Playbook

A PATH TO WINNING BUSINESS

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

 

  • TOPIC OVERVIEW
  • CAPTURE TOOLS
  • OUTCOMES
  • AUDIENCE

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 Organizer
  • 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.

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. 
Where can I view my eBook? Viewing your Proposal Guide eBook will take place on the Kortex App. (A link to Kortex will be emailed to you after purchase.)
How many devices can I download my eBook? You can download your guide on up to 3 devices.
When can I expect my printed copy to arrive?
  • You will receive an email with tracking information when your order is dispatched.