business-unit-lead-playbook

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ExperimentalNo security review

Business Unit Lead Playbook

Business Unit Leads oversee a practice area or team. You size work, review proposals, and back AEs on larger or more complex opportunities. This maps RBA Skills to your role in the pursuit.

Pre-Sales — keep the practice area sharp

Reach for	Why
case-study-writer (`case-study-draft`, `partner-evidence-package`)	Client success stories for your practice area.
sales-pursuit → `one-pager-builder`	Capability leave-behinds for your service area.

Sales — back the AE on complex deals

Reach for	Why
sales-pursuit → `capability-proposal-deck`	Capability presentation for prospect meetings.
rfp-response-assistant (`draft-rfp-section`, `build-compliance-matrix`, `draft-executive-summary`)	Review or co-author formal RFP responses.
sales-pursuit → `executive-briefing-writer`	Thought leadership aimed at client leadership in your area.

Estimating — own the numbers

Reach for	Why
estimate-sow-builder → `build-estimate`	Review or generate effort estimates for your practice area.
estimate-sow-builder → `risk-weight-estimate`	Enforce a low/high range on every estimate you approve.
estimate-sow-builder → `draft-sow`	Review SOWs before signature.

Tips

Estimates need a range. Never approve a single-point estimate — always low/high via risk-weight-estimate.
Case studies are the AE's best asset. Keep them current for your practice area.
The executive briefing is your practice area's thought leadership. One well-written briefing on a topic your clients care about keeps the team relevant between projects.

Technical details

Source: Standalone resource
Author: Kassie Gibbons
Maturity: experimental
Security review: No security review
File: resources/business-unit-lead-playbook.md

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