Shipley Insights

…your prospect, your competitors and yourself. A discriminator is a feature of your offer that differs from your competitor’s offer and is acknowledged by your prospect as important, to them. Two key issues to appropriately determine your Discriminators: 1.Ensure you have assessed these from the point of view of your customer, not just what you

 ….your organisation in each sentence, and name them more often. Strive to mention the prospect as many or more times than you mention your organisation. Include all pronouns in your count.

  Think of every customer as a new friend that you are trying to help. Expect to adapt your agenda to their requests and actions.  

  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.  

…control and add value to your BD process.  Documents are the only evidence that an intellectual task has been completed.

…..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.