Define your unique business value with a value proposition that is specific to the customer.

A specific and measurable result for your customer.

<aside> ☝🏼 TIP: Examples

$3M savings on xxxx.

21% improvement on product design cost.

XX months faster time to market saving us YY dollars.

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Why should the customer buy from you?

<aside> 📌 Try answering these prompt questions.

What are the differentiators of your solution?

What is the impact on the customer business in terms of results and outcomes?

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Critical Success Factor

<aside> 📌 Try answering these prompt questions.

What has to happen for you to win this opportunity? Identify things the customer must do, things the competition must do and things you must do.

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