Shipley-led capture governance record
Defence Edge Fleet - Dovetail Device Management is moderate overall. Capture readiness is 74%, with procurement, stakeholder access, and shaping maturity driving the current position.
Next stakeholder action: Validate expected commercial approach and route assumptions. by 2026-06-18.
Current path depends on partner or prime access. Attached partners: CGI UK, IBM UK.
Framework access is decisive. If not directly on the vehicle, capture must focus on prime, framework-holder, or consortium access.
Route-to-market note: Likely to require a DDAD-style or adjacent digital route once the requirement hardens. Current priority is qualifying buyer need and framework access options.
Relevant domains: Defence, Decision Support, Software, Data, AI
Primary operating model for capture governance: run pre-RFP shaping, gates, teaming, Black Hat, evaluation alignment, and proposal readiness.
Secondary structured lens for customer issue, win strategy, review discipline, and bridge into bid.
Record programme context, procurement path, governance status, value case, and capture assumptions on the core record.
Open RecordConsolidated TAS and capture-assessment action view for qualification, inspection, and next-step sales discipline.
Open Sales ActionsSee the end-to-end defence capture flow from market sensing through shaping, bid, award, and deployment.
Open ProcessVisualize MOD, user, technical, commercial, prime, and policy influence across the campaign.
Run the detailed Black Hat view with named competitors, threat scores, route-access posture, and assigned counter actions.
Shape evaluation criteria, weighting, incentives, customer questions, and a customer-ready brief before the ITT hardens.
Translate operational gaps into mission, safety, resilience, cost, and procurement consequences.
Open ToolWork backwards from tender, downselect, award, or framework milestone to secure bid readiness.
Open ToolPosition against incumbents, primes, lock-in, compliance burden, and competing technical architectures.
Open ToolSales qualification tool for opportunity shape, resource commitment, competitive position, and winnability.
Open DiagnosticInspect funding authority, decision criteria, procurement path, champion strength, and competition through a capture lens.
Test whether the campaign has a credible internal advocate with influence and access.
Open ToolLead the market conversation around edge, degraded connectivity, sovereign delivery, and operational safety.
Open StrategyReduce buyer risk around adoption, accreditation, delivery confidence, and operational change.
Open StrategyStrategically navigate multi-stakeholder defence decisions and formal procurement constraints.
Open StrategyCalculate operational productivity, deployment resilience, risk reduction, and annual programme value.
Open ROI Tool