Miller Heiman Blue Sheet

Defence Edge Fleet - Dovetail Device Management

Strategic roadmap for managing complex, multi-stakeholder programme pursuits.

Integrated Capture Signals

Stakeholders: User Representative

Competitive threats: Defence Systems Integrator, Incumbent Platform OEM

Next shaping actions: Resolve route-to-market eligibility and framework access. / Advance stakeholder action: Validate expected commercial approach and route assumptions. (Commercial Lead). / Run shaping question with Technical Authority: How are you planning to score integration realism versus claimed capability breadth?

1. Buying Influences

Have we identified all key decision makers, including the Economic Buyer, Technical Buyer, and User Buyer? Do we have a Coach?

No, we are only speaking to one or two people in the organization. Partially, we know most roles but lack access to the Economic Buyer. Yes, all buying influences are mapped, and we have an internal Coach guiding us.

2. Red Flags

Have we identified any critical missing information, competitive threats, or unaddressed customer concerns?

We haven't looked for red flags or are ignoring potential issues. We are aware of some risks but haven't developed a mitigation plan yet. All red flags are identified and we are actively executing strategies to neutralize them.

3. Win-Win Results

Does this programme solve the client's specific business problems while also meeting our revenue and strategic goals?

No, the programme is heavily skewed. Either we win and they lose, or they win and we lose margins. It solves their problem, but the strategic fit or margin for us could be better. Yes, strong Win-Win. We solve a critical business issue for them at good margins for us.

4. Capture Progress Position

Do we have an objective understanding of where the programme sits in the capture process right now?

We are guessing. The timeline and next steps are very unclear. We know the stage, but the customer hasn't fully committed to the next actions. Yes, both we and the customer agree exactly what stage we are in and what happens next.

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