Tip 33 – When selling services, people are potentially your most powerful discriminator. - Shipley Asia Pacific

To be a discriminator, two conditions must be met.
1.The feature cited must be unique; clearly no two people’s abilities are identical.
2.The customer must care about the uniqueness of the person or people, a condition often created in the sales process – for example, by having introduced those individuals in the capture phase, pre-tender.

Use a matrix to summarise the directly relevant skills and experience of individuals on your team.  Include in the matrix the key positions, and the people proposed to fill them, and indicate the percentage of their time to be devoted to this project.