Client: Hewlett Packard
North American Sales Division
brief excerpt from “How to Create a Winning Playbook”

Introduction

The information in this process document resulted from hard won experience creating a highly successful, well-received Playbook for HP’s BCSO NA organization. We have compiled this process document as a tool for any other HP organization that wants to create a similar Playbook, and hope that those creating such a Playbook will read this document carefully before proceeding.

The initial version of the BCSO Playbook took approximately five months to complete once the design team was assembled. We were lucky to have an extraordinarily resourceful and talented team, excellent coaching from project managers and timely response from the content owners. In fact, while the BCSO team made creating the Playbook look easy, it was anything but.

The goal of this high-level process document is to clearly illustrate, above all else, the need for planning before launching such an undertaking. Thoughtful, thorough consideration of the project beforehand avoids unnecessary set backs, cost overruns and a confusing and inadequate final product. Simply put, planning makes all the difference.

what is a playbook?
In sports, a playbook is an instruction manual assembled by a team’s coaching staff to diagram the various plays to be used during the game. As in sports, a corporate playbook offers a big picture outline of an organization’s overall structure and how each unit within the organization interrelates. Most importantly, by clarifying the role of each unit within the organization, the BCSO NA Playbook offers reps a powerful information-based tool they can use to close deals at the account level.

The Playbook serves all of the following important functions.
• The Playbook is powerful tool in HP’s overall drive towards providing consistent TCE.
• The Playbook is an easily accessible and informative guide, offering sales reps as well as managers a broad understanding of the organization and their particular part in it.
• Playbook content constantly evolves, and so must be regularly updated to keep the content timely.
• The Playbook’s flexible Web-based format makes changes and updates easy.
• Contact information at the close of each Playbook chapter encourages readers to search out more specific information.


Playbook
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