How to find the perfect offering that will accomplish the agreement objectives resulting in benefits with proof points the customer values? Here are several ways to develop the perfect solution to increase your success probability.
The process of finding a solution is repetitive and time-consuming. It is difficult to arrive at your solution within a couple of sessions. Once you have found the opportunity, start with the process of building strategies with respect to the people, processes, and technology. Your team can acquire a set of professionals and try to critically examine the solution. The main objective is to build a solution with benefits that exceed the customer’s demands. Keep track of what the customer values most, whether it is features, benefits or proofs. The solution evolves based on the gathered information.
Trace The Background Information
The next step for evolving the solution concerns the surveying of a thorough background check-up of the customer and the acquisition. A deep cross-examination of the current bearer, their review regarding the previous works and the opinions of the evaluators regarding your work will help you in developing the perfect solution.
Identify The Requirements
There is a high chance of skipping the details if you start straight away with an extensive framework. To the solution, the overall Concept of Operations or framework, start by identifying the necessities mapped for each evaluating factor and meticulously detail the ways in which your offering will meet or exceed each one of them. The strategy involves people, processes, technology, tools, templates, etc. If your offering exceeds the requirements or remarkably reduces the risk in a way the customer values, your solution has strengths. This way you can determine any gaps and the extensive framework which merges everything.
Benefits Define The Offering
Your offering must completely benefit the customer. The way you solve the customer’s problems and the way you meet or exceed the requirements results in a benefit. Each benefit is the output of your feature which includes reduced time, cost management, reduced errors, upgraded quality, mission success, and customer satisfaction. After identifying the benefits, re-evaluate what the customer mainly focuses on.
Examine The Benefits
There is a common misunderstanding between features and benefits. A feature is something evident that has proof. A real benefit is identified when the solution meets or exceeds the customer’s objective. For example, if the solution meets or exceeds the customer’s budget goals, it can be defined as a benefit. It is very important to understand the mindset of the customer.
Cross-Check The Proofs
Many customers tend to seek quantitative third party data. Some will be influenced by social media or advertisements. To determine the most appropriate proof points and the best ways to present them, it is important to know the customer.
Map The Strengths Accordingly
The main reason proposals fail is due to improper handoff from finding the solution to writing. Your solution efforts are only completed after the articulation and mapping of strengths. The reviewed content plan should include clarified modulation of features, benefits, proofs, especially where these exceed the requirements as well as strengths. The proposal writers will further take up the solution with a clear cut idea of its value proposition.
Following these keys, managing time, knowing the customer and taking efforts to define a solution that focuses on what the customer values result in the perfect solution.