Use discussions, white papers, site visits, presentations, documentation reviews, and other means to test your solution with the customer. Assess their readiness to purchase and the alignment of your solution to their needs.
…..what they value and to quantify that value. -If value propositions are developed without prospect input, an error or question often prompts the prospect to reject the entire value proposition. -The best time to collaborate to secure prospect input is well before the bid requirements are finalised, during the Capture phase.