Tip 59 – Are you providing your clients with a clearly articulated value proposition? - Shipley Asia Pacific

Value for Money is cited as an evaluation factor in many proposal request requirements and is left as a judgement call to the evaluators.

In its most basic form, value propositions are the net benefits to the client of the seller’s solution. They describe how your solution will improve the customer’s business and how the improvements will be measured and include the following elements:

•Quantified business improvement

•Timing

•Solution

•Investment cost

•Payback

•Results measurement and tracking

Make sure you include supporting value propositions targeting the economic buyer, technical buyer, user and contract managers in the relevant section summary to ensure you are providing the compelling business case for choosing you at each evaluation criteria.