.playbook-page { background: #fff; color: #263039; }
.playbook-page .site-header { position: absolute; color: #f5f6f7; }
.playbook-page .site-header.scrolled { position: fixed; color: #f5f6f7; }

.playbook-hero { padding: 158px 0 92px; background: #20252b; }
.playbook-hero-inner { max-width: 980px; margin-inline: auto; }
.article-kicker { display: flex; align-items: center; gap: 12px; margin-bottom: 40px; color: #c7cdd3; font-size: .72rem; font-weight: 700; letter-spacing: .11em; text-transform: uppercase; }
.article-kicker span + span { display: flex; align-items: center; gap: 12px; }
.article-kicker span + span::before { width: 4px; height: 4px; border-radius: 50%; background: #e65353; content: ""; }
.playbook-audience { margin: 0 0 16px; color: #ef7777; font-size: .82rem; font-weight: 700; letter-spacing: .08em; text-transform: uppercase; }
.playbook-hero h1 { max-width: 940px; margin-bottom: 28px; color: #fff; font-size: clamp(3.35rem, 6.6vw, 5.8rem); line-height: .98; letter-spacing: -.055em; }
.playbook-deck { max-width: 800px; margin: 0 0 42px; color: #c3c9d0; font-size: clamp(1.25rem, 2.1vw, 1.65rem); line-height: 1.5; }
.article-byline { display: flex; align-items: center; gap: 14px; }
.byline-mark { display: grid; width: 44px; height: 44px; place-items: center; border: 1px solid #59616a; border-radius: 6px; color: #fff; font-size: .72rem; font-weight: 700; }
.article-byline div:last-child { display: grid; gap: 3px; }
.article-byline strong { color: #fff; font-size: .88rem; }
.article-byline span { color: #929ba4; font-size: .76rem; }

.playbook-summary { border-bottom: 1px solid #dce1e5; background: #f4f6f8; }
.summary-grid { display: grid; grid-template-columns: repeat(3, 1fr); }
.summary-grid > div { display: grid; gap: 8px; padding: 28px 32px; border-right: 1px solid #dce1e5; }
.summary-grid > div:first-child { border-left: 1px solid #dce1e5; }
.summary-grid span { color: #67727c; font-size: .68rem; font-weight: 700; letter-spacing: .09em; text-transform: uppercase; }
.summary-grid strong { color: #20252b; font-size: 1.08rem; }

.article-layout { display: grid; grid-template-columns: minmax(0, 740px) 340px; gap: clamp(64px, 8vw, 118px); align-items: start; padding-top: 92px; padding-bottom: 120px; }
.article-body { font-size: 1.12rem; line-height: 1.78; }
.article-body p { color: #4d5961; }
.article-lead { margin: 0 0 28px; color: #20252b !important; font-size: clamp(1.45rem, 2.3vw, 1.9rem); font-weight: 500; line-height: 1.5; letter-spacing: -.022em; }
.article-body > p + p { margin-top: 22px; }
.article-callout { margin: 52px 0 84px; border-left: 4px solid #e65353; padding: 4px 0 4px 28px; }
.article-callout span { display: block; margin-bottom: 8px; color: #1769b0; font-size: .7rem; font-weight: 700; letter-spacing: .1em; text-transform: uppercase; }
.article-callout p { margin: 0; color: #20252b; font-size: 1.42rem; font-weight: 600; line-height: 1.45; }

.article-section { scroll-margin-top: 96px; margin-top: 92px; padding-top: 84px; border-top: 1px solid #dce1e5; }
.section-number { margin: 0 0 18px !important; color: #e65353 !important; font-size: .75rem; font-weight: 700; letter-spacing: .12em; }
.article-section h2 { max-width: 680px; margin-bottom: 24px; color: #20252b; font-size: clamp(2.3rem, 4.2vw, 3.55rem); }
.article-section h3 { color: #20252b; }
.article-section > p { margin-bottom: 34px; }

.reason-grid { display: grid; grid-template-columns: 1fr 1fr; border: 1px solid #dce1e5; border-radius: 8px; overflow: hidden; }
.reason-grid div { display: grid; gap: 8px; min-height: 170px; padding: 26px; border-right: 1px solid #dce1e5; border-bottom: 1px solid #dce1e5; }
.reason-grid div:nth-child(even) { border-right: 0; }
.reason-grid div:nth-last-child(-n+2) { border-bottom: 0; }
.reason-grid strong { color: #20252b; font-size: 1rem; }
.reason-grid span { color: #65717a; font-size: .92rem; line-height: 1.55; }

.cadence-table { margin-top: 38px; border: 1px solid #dce1e5; border-radius: 8px; overflow: hidden; }
.cadence-row { display: grid; grid-template-columns: 100px 120px 1fr; align-items: start; border-bottom: 1px solid #e1e5e8; }
.cadence-row:last-child { border-bottom: 0; }
.cadence-row > * { margin: 0; padding: 20px; }
.cadence-row strong { color: #1769b0; font-size: .9rem; }
.cadence-row > span { color: #20252b; font-size: .9rem; font-weight: 700; }
.cadence-row p { color: #59646d; font-size: .9rem; line-height: 1.5; }
.cadence-head { background: #20252b; }
.cadence-head span { color: #cbd1d6; font-size: .66rem; letter-spacing: .1em; text-transform: uppercase; }
.article-note { margin-top: 24px; border-radius: 6px; padding: 18px 20px; background: #f1f4f6; color: #59646d !important; font-size: .9rem; }

.script-card { margin: 38px 0 48px; border-radius: 8px; padding: 34px; background: #25384c; }
.script-card > span { color: #ef7777; font-size: .7rem; font-weight: 700; letter-spacing: .1em; text-transform: uppercase; }
.script-card blockquote { margin: 24px 0 0; color: #fff; font-size: clamp(1.22rem, 2.2vw, 1.55rem); font-weight: 500; line-height: 1.55; }
.question-list h3 { margin-bottom: 20px; font-size: 1.35rem; }
.question-list ol { list-style: none; margin: 0; padding: 0; border-top: 1px solid #dce1e5; }
.question-list li { display: grid; grid-template-columns: 54px 1fr; align-items: baseline; border-bottom: 1px solid #dce1e5; padding: 18px 0; }
.question-list li span { color: #e65353; font-size: .72rem; font-weight: 700; }
.question-list li p { margin: 0; color: #20252b; font-weight: 600; }

.disposition-list { display: grid; grid-template-columns: 1fr 1fr; gap: 12px; }
.disposition-list > div { display: grid; grid-template-columns: 10px 1fr; column-gap: 12px; border: 1px solid #dce1e5; border-radius: 7px; padding: 22px; }
.disposition-list .dot { grid-row: 1 / 3; width: 9px; height: 9px; margin-top: 8px; border-radius: 50%; }
.dot-warm { background: #2a8a63; }
.dot-next { background: #1769b0; }
.dot-nurture { background: #c88b2c; }
.dot-lost { background: #87919a; }
.disposition-list strong { color: #20252b; font-size: .94rem; }
.disposition-list p { margin: 5px 0 0; font-size: .82rem; line-height: 1.45; }
.formula-card { display: grid; gap: 12px; margin-top: 20px; border-radius: 8px; padding: 28px; background: #f1f4f6; }
.formula-card span { color: #1769b0; font-size: .7rem; font-weight: 700; letter-spacing: .09em; text-transform: uppercase; }
.formula-card strong { color: #20252b; font-size: 1.25rem; }
.formula-card p { margin: 0; font-size: .9rem; }

.ownership-grid { display: grid; grid-template-columns: 1fr 1fr; gap: 14px; }
.ownership-grid > div { border: 1px solid #dce1e5; border-radius: 8px; padding: 26px; }
.ownership-grid > div:last-child { border-color: #33495f; background: #25384c; color: #fff; }
.ownership-grid span { font-size: .72rem; font-weight: 700; letter-spacing: .1em; text-transform: uppercase; }
.ownership-grid > div:first-child span { color: #1769b0; }
.ownership-grid > div:last-child span { color: #ef7777; }
.ownership-grid ul { display: grid; gap: 12px; margin: 22px 0 0; padding-left: 20px; font-size: .9rem; }
.ownership-grid > div:first-child li { color: #59646d; }

.article-cta { margin-top: 96px; border-radius: 8px; padding: 54px; background: #20252b; }
.article-cta .eyebrow { color: #ef7777; }
.article-cta h2 { margin-bottom: 20px; color: #fff; font-size: clamp(2.1rem, 3.7vw, 3rem); }
.article-cta p:not(.eyebrow) { max-width: 600px; margin: 0 0 30px; color: #b9c0c6; }

.playbook-sidebar { position: sticky; top: 100px; display: grid; gap: 18px; }
.sidebar-card { border: 1px solid #d8dde1; border-top: 5px solid #e65353; border-radius: 8px; padding: 30px; box-shadow: 0 22px 54px rgba(32,37,43,.1); }
.sidebar-label { margin: 0 0 14px; color: #1769b0; font-size: .68rem; font-weight: 700; letter-spacing: .1em; text-transform: uppercase; }
.sidebar-card h2 { margin-bottom: 16px; color: #20252b; font-size: 1.85rem; line-height: 1.12; }
.sidebar-card > p:not(.sidebar-label) { margin: 0 0 26px; color: #63707a; font-size: .9rem; line-height: 1.55; }
.sidebar-card form { display: grid; gap: 14px; }
.sidebar-card label { display: grid; gap: 7px; color: #303940; font-size: .72rem; font-weight: 700; }
.sidebar-card input, .sidebar-card select { width: 100%; min-height: 46px; border: 1px solid #cbd2d7; border-radius: 6px; padding: 0 12px; background: #fff; color: #20252b; font: inherit; font-size: .9rem; font-weight: 500; }
.sidebar-card input:focus, .sidebar-card select:focus { border-color: #1769b0; outline: 3px solid rgba(23,105,176,.12); }
.sidebar-card .button { width: 100%; margin-top: 4px; }
.sidebar-card small { color: #7a858e; font-size: .68rem; text-align: center; }
.sidebar-card .form-status { color: #63707a; }
.sidebar-card .form-status.success { color: #167257; }
.sidebar-card .form-status.error { color: #b42318; }
.sidebar-fit { display: grid; gap: 8px; border-radius: 8px; padding: 24px; background: #f1f4f6; }
.sidebar-fit strong { margin-bottom: 5px; color: #20252b; font-size: .78rem; letter-spacing: .08em; text-transform: uppercase; }
.sidebar-fit span { color: #39444c; font-size: .85rem; font-weight: 600; }
.sidebar-fit span::before { margin-right: 8px; color: #2a8a63; content: "✓"; }
.sidebar-fit p { margin: 9px 0 0; border-top: 1px solid #d3d9de; padding-top: 14px; color: #66727b; font-size: .76rem; line-height: 1.45; }

.playbook-page footer { background: #20252b; }
.playbook-page .footer-inner a:not(.brand) { color: #cbd1d6; }

@media (max-width: 1020px) {
  .article-layout { grid-template-columns: minmax(0, 1fr) 310px; gap: 48px; }
}

@media (max-width: 820px) {
  .playbook-hero { padding: 132px 0 72px; }
  .playbook-hero h1 { font-size: clamp(3rem, 11vw, 4.7rem); }
  .summary-grid { grid-template-columns: 1fr; }
  .summary-grid > div, .summary-grid > div:first-child { border-right: 1px solid #dce1e5; border-bottom: 1px solid #dce1e5; border-left: 1px solid #dce1e5; }
  .summary-grid > div:last-child { border-bottom: 0; }
  .article-layout { grid-template-columns: 1fr; padding-top: 68px; padding-bottom: 90px; }
  .playbook-sidebar { position: static; grid-row: 1; }
  .sidebar-fit { display: none; }
}

@media (max-width: 600px) {
  .playbook-hero { padding-top: 118px; }
  .article-kicker { margin-bottom: 28px; }
  .playbook-hero h1 { font-size: clamp(2.75rem, 13vw, 3.8rem); }
  .playbook-deck { font-size: 1.12rem; }
  .article-layout { gap: 60px; }
  .article-body { font-size: 1rem; }
  .article-callout { margin-bottom: 68px; padding-left: 20px; }
  .article-section { margin-top: 70px; padding-top: 66px; }
  .reason-grid, .disposition-list, .ownership-grid { grid-template-columns: 1fr; }
  .reason-grid div { min-height: auto; border-right: 0; border-bottom: 1px solid #dce1e5 !important; }
  .reason-grid div:last-child { border-bottom: 0 !important; }
  .cadence-row { grid-template-columns: 72px 1fr; }
  .cadence-row p { grid-column: 1 / -1; padding-top: 0; }
  .cadence-head { display: none; }
  .script-card { padding: 26px; }
  .article-cta { padding: 34px 26px; }
  .sidebar-card { padding: 26px; }
}