ePublication Shipley Capture Manager Playbook v1


Benefits of purchasing an eBook / ePublication:
  • You will be able to view your Capture Manager Playbook online, via the Kortex app
  • Online or within the app, you will be able to make your own personal notes, annotations or highlights
  • Have your Playbook and digital tools stored in one place
  • You can download the playbook on up to 3 devices

Please note: You will not have access to print or share this Playbook

SKU: ePublication Shipley Capture Manager Playbook v1 Categories: ,


The Shipley Capture Manager Playbook is a step-by-step guide with key tasks, milestones, and tools to help 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. These tools are Microsoft Office-based and easily customizable to your organizational needs and culture. A list of tools is included in the back of the Playbook. It contains links to download these tools for your personal use.

The Shipley Capture Manager Playbook is a one-stop-shop for activities, 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.

Each section of the Playbook discusses key decisions (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. Follow this discipline and you’ll not only win more, but you’ll also be much more efficient.

The Playbook helps you achieve five primary goals:

  1. Assess your competitive position in the market to determine your probability of winning (Pwin)
  2. Strengthen your position and readiness to provide a competitive solution to the customer
  3. Determine real discriminators of your company or solution through careful SWOT analysis (Strengths, Weaknesses, Opportunities, Threats) associated with the opportunity
  4. Develop win themes to communicate why your solution is unique and better than competitor solutions
  5. Establish a go-forward plan for winning the business


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