Deal Coaching

Customer · Industri

Nordvest Industri AS

Customer's "ask"

Stage

Value (NOK)

NOK 430,000

Team

Standard fields write to CRM · free text stored locally

Customer pains

2.5

Our value proposition

2.0

Competitors

1.5

Stakeholders

2.0

Risk

2.1

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·0 open actions·0 due this week

Deal Radar

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

Customer pains

2.5

Our value proposition

2.0

Competitors

1.5

Stakeholders

2.0

Risk

2.1

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