Value Propositions

Question 1

▪ It is a statement that specifically addresses how aspects of an offer positively
affect a customer’s business.
▪ It should provide customer-specific statements that are quantifiable and
describe tangible and intangible value.
▪ It offers clients something they want and gives them a good reason to choose
you over your competitors.

Answer 1

Value Proposition

Question 2

Value rather than the lowest price quotation is the way the customer perceives price, and the winning proposal offers a client more value than any alternative options.

Answer 2

Price-to-win method

Question 3

Pieces of information proposal developers use to
support the soundness of a solution.
○ Time / Breakeven Period
○ Rate / Internal Rate of Return (IRR)
○ Value/ Net Present Value (NPV) / Economic Value Added (EVA)

Answer 3

Proof Points