Issues Features Value And Proof (IFVP) Tool

IFVP Matrix

What value are you bringing to your customer's issues. 


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By using this Issues, Features, Value and Proofs tool you will refine the messages that you should be communicating in your proposal. It ensures that you link the benefits you bring to value as your customer will see it.


A key point here is about Value. This is value as your customer will perceive it not as you see it. Put yourself in your customers shoes. What value do you bring to their issues?

Click on the tool to download this free Word resource.  

You can link the value to credible proof that your offer will deliver. Contact us here if you want more information. 

IFVP Matrix

FAQs

Got a question? We’re here to help.

  • When should I use this tool?

    Once you've clarified your customer issues, you should consider drafting this matrix. Use it along with your Key Themes and Messages to get a clear story to your proposal.

  • We know the value of our product/service, why state it?

    The value is how your customer perceives it, not how you judge it. That means describing the value in terms of the customer's issues, not the benefits you perceive. This is critical in 2021, where customers are extremely capable of reading through sales hype.

  • What if we don't have any features in our service?

    Not a problem. Against describe how your solution will solve the customer's problem. What pain does it take away? What risks does it reduce? What gains will they get? If you can't describe at least one of these you need to reconsider why you are offering a proposal.

  • We don't have many case studies, what should we do?

    This is always a challenge for newer companies or when you are bidding for something you haven't done before. You need to be creative, but honest. Is there part of something you've done before which is relevant? Use this. If you genuinely have zero experience then reconsider whether it's worth bidding.

"At all times, Stuart gave constructive evaluations of our company and processes. He identified areas where we could improve the way in which we are communicating with existing and prospective customers and provided practical advice on how to achieve this." Managing Director, Glen Contracts Cleaning


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