Deal Coaching

Customer · Industri

Nordvest Industri AS

Customer's "ask"

Stage

Value (NOK)

NOK 250,000

Team

Standard fields write to CRM · free text stored locally

Must-win

Customer pains

3.5

Our value proposition

3.0

Competitors

2.5

Stakeholders

3.0

Risk

3.1

Question	Owner	Due date
Customer pains
Do we have insight into the customer's real challenge?	–	–
Do we have insight into how much a solution is worth to the customer?	–	–
Our value proposition
How well does our value proposition fit the customer's challenge?	–	–
How strong is the credibility of our value proposition (references, etc.)?	–	–
How unique is our value proposition compared with competitors?
Competitors
Do we know who we are competing against?	–	–
Do we know if the customer has a competing supplier in this or an adjacent area?	–	–
Stakeholders
Have we delivered for this customer before?	–	–
Do we know the buyer/decision-maker?	–	–
How well do we know the other stakeholders on the customer side?
Risk
Scope: Is the scope and delivery clearly defined and bounded?
Profitability: Is the margin acceptable and cost under control?	–	–
Customer economy: Does the customer have the financial ability and budget anchoring?	–	–
Delivery capability: Do we have capacity, competence and partner setup?	–	–
Dependencies: Are technological, organizational and third-party dependencies mapped?	–	–
Legal / contractual: Are terms, compliance, IP and liability clarified?	–	–
Reputation: Is there reputational or reference risk?	–	–

Saved 04:50 PM·3 open actions·0 due this week

Deal Radar

5 = strong position · 1 = weak (risk: 5 = under control)

Customer pains

3.5

Our value proposition

3.0

Competitors

2.5

Stakeholders

3.0

Risk

3.1

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