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.
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 Playbook identifies key milestones and decisions that are necessary to advance the sale and gain a competitive advantage. Dismissing key steps or assuming a favorable position with the customer is a formula for failure. By applying the key tasks, activities, milestone decisions, and tools found in the Playbook, you improve your probability of winning.