Draft the value narrative

Packaged know-how that tells an agent how to do a job well.

You might say…

“The value story has to be about them, not us — if it could be dropped into any other proposal unchanged, it's not doing its job.”

What it does

Articulates why the proposed approach creates disproportionate value for this specific prospect, tied to their stated outcomes rather than generic firm capabilities.

Trigger: Use once approach and scope are aligned, to craft the commercial case before the proposal goes to paper.

I/O: Agreed approach + success criteria + prospect's stated outcomes → tailored value narrative specific to this pursuit

Recognise the problem?

The primitives are the commodity part. The fastest next step is a conversation about composing them into something that works for you.

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