The One Page Proposition template
Seven answers for one customer: what they are trying to achieve, the value you create, the number on it, the proposition, what to start, what to stop, and the pitch in one sentence. The page is deliberately short. A page short enough to be remembered is a page sharp enough to be argued.
Fill it in yourself on your most important account, in a PDF reader or printed on a wall. If the seventh box is the one you cannot fill, that is the three days.
The thinking behind it
What is this customer actually worth to you?
Revenue tells you what a customer paid you. It says nothing about what they spent. The gap between the two is your share of wallet, and most account teams cannot state it within twenty points.
Are You a Strategic Supplier, or Just Another Cost?
You classify your customers. Their buyers are classifying you, using a 1983 matrix. Here is how the Kraljic Matrix works and how to become a strategic supplier.