Draft the value narrative
Articulates why the proposed approach creates disproportionate value for this specific prospect, tied to their stated outcomes rather than generic firm capabilities.
In / outAgreed approach + success criteria + prospect's stated outcomes → tailored value narrative specific to this pursuit
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 prospect specifically, tied to their stated outcomes. Used once approach and scope are aligned. Single judgement call shaping the commercial case.
Trigger: Use once approach and scope are aligned, to craft the commercial case before the proposal goes to paper.
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.
Start a conversation