This is an illustrative example, not a real client report. Your playbook is built around your target company and your business.
Sample Playbook: Riverbend Facility Services → Sample Regional Health System
Offer: contract cleaning and facility maintenance | Size: 2-10 | Certification: WBE | Goal: First contract
Company snapshot
74/100 fit
Sample Regional Health System is a multi-site hospital network with steady demand for facility upkeep.
A WBE-certified small provider can credibly start with a single-site or off-hours pilot, though incumbent contracts and insurance requirements may gate the first order.
- Patient-area cleanliness and compliance
- Reliable coverage across sites
- Supplier consolidation
Fit score: 74/100 — preliminary estimate of commercial fit, not a probability of winning.
1. Departments to Connect With
Environmental Services / Facilities High
Owns the day-to-day need and can sponsor a pilot. Start here.
Supply Chain / Procurement High
Manages vendor onboarding, pricing, and contract terms.
Supplier Diversity Medium
A strong introduction channel for certified suppliers, but not a substitute for operational sponsorship.
Compliance / Risk Management Medium
Reviews insurance, safety, and infection-control requirements before award.
2. People to Target
Director of Environmental Services
Environmental Services / Facilities · Champion
"Director of Environmental Services" "[Company Name]"
Lead with a one-site pilot and how you meet their cleanliness standards.