Strategy and Win Themes

Question 1

The process of preparing a plan specific to an
opportunity and identifying actions and strategies to
position your organization to be the customer’s
preferred bidder.

Answer 1

Opportunity Plan

Question 2

The collection of tactical strategies and actions that are
developed following the pursuit decision and
documented in the opportunity plan to win a specific
defined opportunity.

Answer 2

Opportunity Strategy

Question 3

A concise set of reasons a customer should choose your organization’s offer. An elevator speech may be
presented in oral, written, and video formats.

Answer 3

Elevator Speech

Question 4

Differentiating value and price such that the customer
perceives the value of your proposal to them to be
greater than the price you are charging.

Answer 4

Pricing Strategy