Solution Development

WHAT HAS TO BE DONE
> Understand firm’s strategy and positioning
> Define offering features (issues, scope)
> Define value proposition (client needs)
> Define targets (market, business sectors, functions, decision enhancers, buyers…)
> Define offer positioning (vs. competition, expertise, experience, differentiating factors…)
> Understand environment: TIMES analysis
> Create offer development tools (proposal template, targeting) and external communication tools (website, product sheet, newsletter…)
> Ease knowledge sharing within the firm

DELIVERABLES
> Creation and positioning of the firm’s offer
> Offer mapping
> PUSH offers vs. PULL offers
> Sales pitch (30-3-30: 30 seconds, 3 minutes, 30 minutes)
> Packaging solution
> Action plan for developing firm’s offers.